Senior Solution Sales Executive

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JOB DESCRIPTIONThe Business Technology Platform (BTP) Senior Solution Sales Specialist primary responsibilities are to take the SAP BTP cloud portfolio solutions (Data Base and Data Management, Analytics and Planning, Integration and Development Platforms) to be the foundation of a Customer's Digital Transformation.
Key responsibilities include prospecting, qualifying, selling, and closing new and incremental cloud business to existing and net new customers.
The Senior Solution Sales Specialist brings an innovative Point of View to Customer engagement, represents a credible and trusted advisor for Customer C-levels, collaborates with the Industry Account Sales Teams to position digital transformation with SAP cloud offerings, and uses all available resources to accelerate adoption, consumption and solve customer challenges with appropriate SAP BTP solutions.
The role will be focused on the New Zealand segment of customers and is a critical role for BTP success in the Market Unit as well as being central to SAP's strategic direction and revenue contribution.
The role is chartered to deliver business growth that outpaces the market with a strong portfolio of platform cloud services and synergy and collaboration with strategic teams and solution of RISE (SAP ERP Cloud offering).
The right candidate must have a clear Cloud Mindset and proven sales experience, orchestrating virtual teams of diverse contributors (presales, architects, value engineering, marketing) towards a common goal, driving a multi-million-euro subscription business, sales experience and knowledge in software and infrastructure sales, and domain knowledge in the areas of our cloud intelligent suite and a cloud solution in general (SaaS, PaaS, IaaS).
We are looking for a person with a leadership style that is a blend of strong personal and interpersonal skills that form the basis of a leader's ability to impact, influence, and inspire within his/her own organization and across the industries.
Result-oriented, enterprising, enthusiastic and self-determined are fundamental requirements.
POSITION DUTIES AND RESPONSIBILITIESAccount and Customer Relationship Management, Sales for Cloud Subscription Revenue:Annual Revenue – Exceed quota targets: Cloud Booking and Cloud RenewalsBuild a customer-first strategy – Achieve customer satisfaction goals for Cloud Subscriptions and ConsumptionSales strategies – Develops, tracks and eventually adapt effective account plans to ensure revenue target delivery, new account creations and sustainable growth.
Influence organisations in order to have BTP Solutions at the centre of the Customer Journey, develop relationships in existing or new customers and leverage to drive strategy through the organisation.
Collaborate with the Industry account Teams to define a common sales strategy and sales orchestration for BTP targets combining "big deals" and "volume revenues".Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise).
Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.Customer Acumen - Actively understand each customer's technology footprint, strategic growth plans, technology strategy and competitive landscape.
Review public information (e.g.
new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles.
Encourage all accounts to become SAP references.Business Planning – Develop and deliver a comprehensive business plan to address customer and prospects priorities and pain points.
Utilise VE, Industry Sales Play, benchmarking, and ROI data to support the customer's decision process.Demand Generation, Pipeline and Opportunity Management:Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline.
Keep the pipeline current and move up the pipeline curve.Pipeline partnerships – Leverage support organisations including Marketing, CoE, Partners and channels to funnel pipeline into the assigned territory or dedicated customersLeverage SAP Solutions – While staying primarily focused on selling of BTP portfolio, be proficient in embracing other SAP offers to bear on sales pursuits including Industry Solutions, LOB solutions (BDC, CX, SCM, HCM, ISM etc.)
and SAP Cloud Digital coreSupport all SAP promotions and marketing events in the territoryUnderstand, communicate, and Sell value.Maintain White Space analysis and execution of initiatives (upsell and cross-sell) on customer base.Orchestrate resources: deploy appropriate teams to execute winning sales.
Create OneSAP.Utilize best practice sales models starting from LACE – Land Adopt Consume ExpandUnderstand SAP's competition and effectively position solutions against them.Maintain CRM system with accurate customer and pipeline information.Leading a (Virtual) Account Team:Demonstrates leadership skills in the orchestration of x-lob, Customer Success team and remote teams.Ensure account teams and Partners are well versed in each account's strategy and well-positioned for all customer touchpoints and events.
Maximize the value of all sales support organizations.KEY MEASUREMENTSAnnual Cloud subscription Software TargetsAnnual Renewals Cloud subscription Software TargetSpecific Management KPI'sPOSITION REQUIREMENTSA minimum level of required education: Bachelor's DegreeSpecific areas of specialization: 10+ years of experience in sales of complex business software / IT solutions.
Proven track record in Data-Driven offering based on Analytics, Data Management, Development platforms (low-code, no-code approach).Enterprise Performance Management software sales in Large Accounts and Enterprise Market.
Sales knowledge in Data-warehouse related technology and market is a prerequisite.
Ability and experience in selling Digital Cloud solutions like PaaS, SaaS becomes a fundamental prerequisite in the BTP solution sales role as well as understanding Hyperscalers ecosystem and portfolio.Proven experience in the lead role of a team selling environment.An extremely good balance of self-driving attitude with a team working approach is a prerequisite.Good communication and business level presentation skills are required.Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative, and competitive market.Carried individual quota and strong track record of over achievementC-Level value-based selling and positioning experienceProven track record at closing large complex license opportunities with strategic customersIdeally an understanding of SAP BTP suite and competitors in Data Management and AnalyticsUnderstanding of SAP Ecosystem (SAP Internal, Partners and Hyperscalers, Customer)
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