Services Sales Executive - Federal, Civilian and Defense Job
DESCRIPTION Requisition ID: 189322 Work Area: Sales Expected Travel: 0 - 50% Career Status: Professional Employment Type: Regular Full Time COMPANY DESCRIPTION SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures. SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it s the best-run businesses that make the world run better and improve people s lives. Purpose Innovation is a competitive advantage, both for SAP and its customers. In order to compete, SAP has put innovation front and center. We have renewed our product portfolio to be the cloud company powered by SAP HANA and to become an innovation partner for our customers. Customers have provided feedback that services need to both follow and enable this strategy. It is our bold intention to accelerate our growth in cloud and new technologies, with best-in-class experts who have holistic customer engagements and provide clear business guidance to our customers. We will have industrialized, repeatable project delivery with intelligent tools for fast customer value creation. Responsibilities The Services Sales Executive is a quota-carrying role working closely with the SAP License organization, SAP Delivery counter-parts, customers and partners to ensure the overall success of the sale and implementation of SAP solutions. This requires the ability to research a customer s situation, conduct customer discovery sessions, match customer needs to SAP solutions and services, and communicate value to customers and prospects. The role must utilize all of the resources available to generate demand, progress the lead through the customer decision process, and close the deal. This requires skills in understanding the customer s decision making process and an ability to identify and utilize champions to progress the deal forward. The Services Sales Executive is the strategic Services Sales leader and subject matter expert with a focus on our S/4 transformation utilizing the digital core in the areas of Analytics, SAP Cloud, Database and data management, S/4Hana digital core and Cloud, IOT, Digital supply chain, Industry specific applications. Customer base is comprised of GCO Services Top Accounts which includes the Strategic Customer Accounts and key account segments for installed, existing and net new Services customers. Expected to generate annual Bookings and Revenue YOY growth. Serve as a strategic liaison with the GCO License Account Team for all basket deals and nurture new 2018 relationship with GCO License Industry Account Executives; maintain strong alignment with other SAP teams (Product Support, Alliances, etc) Strong selling experience with our strategic services customers to ensure best in class Net Promoter Score (NPS) for additional/future sales opportunities and renewals Develop account plans to drive pipeline and close opportunities and progress a deal through sales cycle to close opportunities Expected to drive a 4X pipeline to ensure coverage of territory by utilizing SAP Services entire portfolio of products and services Understand the customer decision making process and develop relationships with key decision makers Identify key resources (e. g., DBS Solutioning Center, Strategic Pursuit Advisors and/or Delivery Executives) needed to properly scope projects to meet client needs and SAP business parameters Operational excellence pertaining to: Facilitate customer discovery and implementation scoping sessions to define requirements for input into implementation plans, estimates, resource models, and pricing models. Create formal services proposals, RFP responses, Statement of Work (SOW), and services contracts. Update, maintain, and accurately report out regular updates to sales forecast and territory plan. Qualifications and Skills Minimum of 7 plus years of experience in License, Services and/or System Intergrator sales activities including generation and management of opportunities, bids, deal closure and relationship management. SAP product and prior business application software or implementation experience is preferred. Demonstrates mastery with effective communication and management thinking coupled with significant political insightfulness Professional leadership presence to prepare and conduct a discovery session with customers from back office to C-suite Ability to develop and maintain a territory plan to build pipeline Proven experience with identifying opportunities and managing them through sales process to close Capable of researching and understanding customer business challenges and tying them to associated value propositions Experience leading and influencing without direct authority Ability to adapt and function effectively in fast-paced, changing environment Willing to travel 60% - 80% Provide internal leadership for SAP pursuit teams, including having the ability to review accounts periodically with senior SAP leadership Personal Characteristics Required Judgment: ability to demonstrate consistent logic, rationality and objectivity in decision making. Achieves good balance between quick decisiveness and slower, more systematic approaches. Performs critical problem solving easily. Communication: ability to demonstrate fluency, proper grammar, and organization of thought. Demonstrates willingness to participate in and lead meetings and communicate effectively with staff at all levels. Business acumen: ability to apply sound commercial judgement when demonstrating to our customers how our services will generate significant value and return on investment. Independence: functions successfully without much supervision and stays focused. Standards of Performance: strives and consistently achieves quality results; demonstrates low tolerance for mediocrity; exhibits conscientiousness, dedication, self-discipline and responsibility. Leadership: Account ownership for services is required for both internal and external communication. WHAT YOU GET FROM US Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you re searching for a company that s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment apply now.