Solution Sales Expert : SAP Signavio

We help the world run better
At SAP, we keep it simple: you bring your best to us, and well bring out the best in you. Were builders touching over 20 industries and 80 of global commerce, and we need your unique talents to help shape whats next. The work is challenging : but it matters. Youll find a place where you can be yourself, prioritize your wellbeing, and truly belong. Whats in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.
What youll do
Account and Customer Relationship Management, Sales and Software Cloud
Subscription Revenue.
typedisc:
:Annual Revenue : Achieve / exceed quota targets.
:Sales strategies : Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organization.
: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.
:Domain Expertise: Drive thought leadership and consultative sales for Enterprise Architecture, BPM and Process Mining technologies.
: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 comprehensive business plan to address customer and prospects priorities and pain points. Utilize VE, benchmarking and ROI data to support the customer 's decision process.
Demand Generation, Pipeline and Opportunity Management
typedisc:
:Pipeline planning : Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
:Pipeline partnerships : Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.
:Leverage SAP Solutions : Be proficient in and bring all SAP offers to bear on sales pursuits including Industry Solutions, LOB solutions (CRM, SCM, HCM, SRM et. al) and technology solutions (Business Analytics, Mobility, Database and Technology, et. al)
:Advance and close sales opportunities : through the successful execution of the sales strategy and roadmap.
:Support all SAP promotions and events in the territory
Sales Excellence
typedisc:
:Sell value.
:Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
:Orchestrate resources: deploy appropriate teams to execute winning sales. Create OneSAP.
:Utilize best practice sales models.
:Understand SAP 's competition and effectively position solutions against them.
:Maintain CRM system with accurate customer and pipeline information.
:Demonstrates leadership skills in the orchestration of remote teams.
:Ensure account teams and Partners are well versed in each account 's strategy and well positioned for all customer touch points and events. Maximize the value of all sales support organizations
What you bring
typedisc:
:15 years of experience in sales of complex business software / IT solutions
:Proven track record in business application software sales.
:Preferably experience selling or consulting around Enterprise Architecture and Business Process Management and Process Mining solutions
:Experience in lead r
Job Type: Permanent