Senior Solution Sales Executive
SAP
Taipei, TPE, TW
16小时前

Work Area : Sales

Expected Travel : 0 - 10%

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.

SAP Analytics Account Executive

PURPOSE AND OBJECTIVES

The SAP Analytics Account Executive is responsible for sales of SAP BI, Predictive, EPM and GRC solutions, selling into (i) existing Installed Base customers and (ii) Net New Name prospects.

SAP Analytics is one of the most strategically important areas for SAP and generally cited as the number one initiative for most CIOs (Source : Gartner).

The role requires a best-in-class sales track record in selling Analytics software, ideally from a leading vendor (SAP Business Objects, Oracle, MicroStrategy, QlikTech, Tableau Software, Information Builders, SAS, or other similar Gartner magic-quadrant vendors).

While SAP and Business Objects has a very large installed base this role should be considered a high energy’ new business role (Hunter) focusing on incremental revenue and closing BIG Analytics standalone DEALS.

Installed base customers may or may not have Analytics products currently but they do have SAP ERP or other SAP solutions.

The Analytics product set is broad and includes BI, Predictive, EPM, GRC and ERP Finance.

This role is a product specialist sales role working in conjunction with our industry AEs and the partner channel. Its focus is on expanding Analytics licenses at existing SAP customers or selling net new products in addition to a customer’s IT landscape.

The Analytics AE needs to create and implement a plan that generates 4x their quota in unweighted pipeline opportunity and maintain 2x short-

term cover of weighted pipeline and to achieve revenue targets. The Analytics AE is responsible for :

Achieving personal revenue targets

Territory planning to ensure pipeline is added and progressed

Acting as an evangelist for our Analytics solutions primarily with customers but also internally within the Virtual Account Teams relative to the territory

Leveraging and selling through our strong partner channel

Harnessing company-wide marketing and demand generation activities and devising and executing personal sales campaigns in conjunction with Internal Sales Executives (ISEs)

Maintaining internal CRM systems

Enabling wider Virtual Account Teams to assist in achieving personal targets

Driving sales opportunities within the defined territory / accounts

Communicating across multiple sales management lines of business on pipeline status

The use of value based selling techniques

Closing sales opportunities to achieve quarterly targets

Negotiating commercials when acting as the sole opportunity lead

Core competencies include :

Self starter

Can work in a co-prime quota carrying environment

Curious and creative exhibits strong sales discovery skills and can align a wide product bag to customer’s known or unknown requirements

Proven negotiation skills

Excellent communicator, both written and spoken

Excellent internal and external profile

Good understanding of a customers’ Business Architecture and Analytics landscape including competitor products

Dynamic presenter with the ability to convey information to all levels of individuals

Highly trusted individual who maintains and expects high standards for self

High level of business acumen

Able to work across multi-functions / multi-individuals to achieve desired results

EXPECTATIONS AND TASKS

Directly interact with customers and prospects to position the value of SAP's Analytics Solutions and Services.

Generate and close sales pipeline.

Develop value based selling to ensure robust ROI.

Implement close plans which are shared with clients to ensure high conversion success rates.

Use of all available techniques and channels (including cold calling) to prospect new business

Response to RFPs and RFIs as appropriate

Pursue professional and personal development to ensure adequate knowledge of the markets and industries SAP serves as well as the products and services SAP provides

Support, prepare, and coach the Virtual Account Team consisting, Solution Engineers,

Customer Engagement Managers, Strategic Partners and other relevant roles so that SAP's solutions are well positioned in the account.

Share best practices and interact with regional and local SAP employees.

Abide by SAP’s internal CRM policies and communication with multiple lines of business and sales management

Key Performance Indicators : Target achievement quarter on quarter; Volume of standalone

  • Analytics deals; Combination of large transactions and run rate business; Territory coverage measured by customer call rate and customer contact generation;
  • Activity levels; 2WRQ and

    4RQ pipeline coverage

    EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

    Degree-level education or higher

    Minimum of 5 years over quota sales success preferably across a wide set of industries

    Working with senior customer stakeholders

    Selling to a wide set of industries with

    WORK EXPERIENCE

    Strong sales track record selling Analytics solutions

    5-10 years experience in a large, multi-national software / technology organization

    Extensive sales experience, a collaborative style and disposition and is capable of working in a networked organization with a strong culture of virtual working teams, and evidence of delivering results through building effective relationships

    Familiarity and in-depth knowledge of the software market of the assigned solution (competition, customers and partners)

    Proven track record in capturing market share, and growing a profitable sales business within an overlay or prime sales role

    Ability to present business use cases and complex information to customers and colleagues in a clear and appealing manner

    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.

    SAP'S DIVERSITY COMMITMENT

    To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

    SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and / or mental disabilities.

    If you are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-

    mail with your request to Recruiting Operations Team (Americas : Careers.NorthAmerica sap.com or Careers.LatinAmerica sap.

    com, APJ : Careers.APJ sap.com, EMEA : Careers sap.com).

    Successful candidates might be required to undergo a background verification with an external vendor.

    Additional Locations :

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