Work Area : Sales
Expected Travel : 0 - 10%
Career Status : Professional
Employment Type : Regular Full Time
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 :
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
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
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.
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