SAP Senior Solution Sales Executive - BTP Auckland 

United States, California 

164195331

JOB DESCRIPTION

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 RESPONSIBILITIES

· Annual Revenue – Exceed quota targets: Cloud Booking and Cloud Renewals

· Build a customer-first strategy – Achieve customer satisfaction goals for Cloud Subscriptions and Consumption

· 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.

· Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references.

· 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 customers

· Support all SAP promotions and marketing events in the territory

Sales Excellence

· Understand, 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 Expand

· Maintain CRM system with accurate customer and pipeline information.

· 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 MEASUREMENTS

· Annual Cloud subscription Software Targets

· Annual Renewals Cloud subscription Software Target

· Specific Management KPI’s

POSITION REQUIREMENTS

· A minimum level of required education: Bachelor’s Degree

· Specific 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 achievement

· C-Level value-based selling and positioning experience

· Proven track record at closing large complex license opportunities with strategic customers

· Ideally an understanding of SAP BTP suite and competitors in Data Management and Analytics

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