Sales Manager - Consumer Retail jobs at Sap in Czechia, Prague

As Client Delivery Manager you will be responsible for the following tasks:

• Own and grow the client engagement for SAP Enterprise Cloud Services and act as the voice of the client within SAP, for technical managed services.
• Accountable for entire SAP ECS engagement across all lifecycle phases, lead the engagement with supporting ECS functions and roles to deliver as per contract scope and in line with customer expectations.

• Setup proactive service plan and conduct regular service review meetings with clients (operational and strategic topics).
• Act as an (de-)escalation point for delivery-related topics (Incidents, Service Requests and other customer requirements).
• Ensure seamless alignment across multiple ECS and other SAP internal and external stakeholders.
• Oversee client onboarding activities, upgrade/migration projects, and other service delivery initiatives.
• Support commercial change request management in the client lifecycle, perform contract compliance and risk management (project and business risks).
• Support the positioning of additional ECS offerings and support contract renewal in alignment with SAP sales teams.
• Share knowledge across CDM community

What do you need to bring:

• Fluency in English is mandatory. Proficiency in Arabic or French language is an advantage.
• Min. 5 years of working experience in Cloud technology or Cloud Services.
• Strong customer orientation with a focus on relationship-, expectation- and de-escalation management.
• Strong understanding of SAP Basis, system migrations and/or functional SAP application knowledge.
• Good understanding of technical infrastructure and virtualized system landscapes.
• Knowledge of IT trends, their impact on business strategies, and SAP’s strategy and service portfolio.
• Ability to work effectively as a virtual member of a dynamic and dispersed team (remote)
• SAP Basis, IT Service Management, Project Management, Cloud and IT infrastructure certifications are beneficial.

We ask for your application to be submitted in English language only.

We win with inclusion

. Specific conditions may apply for roles in Vocational Training.

We are looking for an accomplished program manager for our team to lead and oversee complex program, and coordinate compliance projects. The ideal candidate possesses solid QMS (quality management system) knowledge and is willing to build up proficiency in compliance related topics to enable the organization to react effectively on new requirements and their realization.
In your role, you will:

• Oversee and manage program related activities across multiple programs.
• Work closely with cross-functional teams and development units to coordinate technical projects and requirements with security and compliance considerations to ensure program compliance.
• Understand the Line of Business needs to review and contribute to architecture review boards to revise product requirements.
  

What you bring

• Bachelor’s / master’s degree in business engineering, computer science, or related field.
• Proven experience in program management and tools to maintain quality standards throughout the development lifecycle; deep knowledge in SAPs QMS system is a plus.
• Proven experience with software bill of material systems.
• Exceptional communication, collaboration and moderation skills, with the ability to work effectively with a diverse set of stakeholders.
• Experience or openness to gaining expertise in compliance topics.
• Very good language skills in English.
• We are looking for a team player with strong soft skills, a proactive attitude.

What we offer

• Increasing proficiency in security and compliance topics.
• Deeper understanding of certification bodies (e.g. ISO 9001, ISO 27001, SOC 2) and their impacts on technical design and implementation of cloud native solutions.
• Driving cross projects and influencing architectural decisions in a dynamic and collaborative environment.

The BTP HANA & Persistency organization is a global organization dedicated to delivering data management solutions that address customers’ unique and competitive business requirements.
You will work in a multi-national team responsible for security-relevant services, as well as the overall security and compliance posture of the BTP HANA & Persistency portfolio.

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Job Segment:Cloud, ERP, Program Manager, Computer Science, Database, Technology, Management

What you’ll do
The Services Sales Expert has high influence on the development and growth of new Services business and develops and maintains effective relationships with senior executives in assigned account(s). They are accountable to ensure business growth through business development activities and ensure they are delivered in accordance with the organizational strategy. This role represents the SAP Services organization from a sales and business development perspective and is a key contributor to the overall success of the customer and partner relationships. This is a business development role and is expected to generate qualified opportunities based on holistic understanding of customer challenges, establishing and developing the SAP Services footprint within their assigned accounts(s). Main responsibilities include:

• Builds a foundation within assigned account(s) on which to harvest future Services business opportunities
• Accountable for booking and revenue Services targets for assigned account(s)
• Origination and management of opportunities and bids, deal closure through formal sales cycle
• Sells the complete Services portfolio aligned to customer needs (according to defined Sales bag)
• Single Point of Contact for the customer representing the SAP Services organization
• Direct contributor to overall long term success of customer and partner relationships
• Orchestrates resources: deploy appropriate teams to execute winning sales and delivery
• Accountable for all Services Commercial aspects in assigned account(s)
• Supporting Delivery Teams engaged in delivering against existing contracts
• Developing and delivering sustainable, long-term customer engagements across all SAP products and services to support our customer’s success.
• Supporting customer’s transformation journey, with full accountability across Sales and Delivery
• Setting strategic goals and outcomes to support the customer’s business objectives

What you bring

• Advanced technical or business skills and special knowledge in one / several areas
• Individuals with a customer focus have developed the acumen to cultivate and develop lasting customer relations
• Typically several years’ experience with increasing amount of responsibility
• In Project Management: Depending on LoB, has an PMI, Six Sigma or equivalent certification
• Demonstrated success with medium to large transactions and lengthy sales campaigns in a fast-paced, consultative and highly competitive market
• Experience in managing customers and partners
• 5+ years direct quota carrying selling experience in the enterprise software and services industry. Ideally, a combination of both direct enterprise software sales and direct services sales.
• 5+ years’ experience in sales activities including generation and management of opportunities and bids, deal closure and client relationship management
• Demonstrable track record of value selling and solution selling experience
• Proven track record in business application software and/or services sales within large, key accounts
• Knowledge of enterprise software projects (e.g. Cloud, hybrid, XO) and the overall lifecycle management of enterprise applications
• A successful track record of driving opportunity development (including growth and qualification of pipeline in conjunction with assigned Account Executives) and accurate forecasting of the renewal and network growth opportunities
• Bachelor or Master's Degree (MBA would be advantageous)
• Fluent in local language and English.

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ROLE DESCRIPTION

• Responsible for building and leading a world class team that will sell SAP’s solutions via aggressive and value-based market penetration strategies.

EXPECTATIONS AND TASKS

• Recruits a team of high calibre sales talent, introduces strong sales processes, supports the development of a full pipeline of sales prospects, engages customers and Partners at the executive level, motivates the sales team, resolves conflicts, removes barriers and provides recognition in the pursuit and achievement of sales revenue and profitability.
• Defines a vision and creates a winning strategy that draws upon the strengths of SAP and responds to specific market needs, generating competitive advantage on existing markets and developing consistent new revenue streams that will guarantee short and long term achievements.
• Develops and applies an in-depth understanding of SAP’s processes/ procedures and sales tools/systems as well as enterprise market, including industry, marketplace, strategies and trends, competitors and competitive tactics to develop an effective long-term sales strategy and plan.
• Demonstrates outstanding execution track along sales cycle, ensuring SAP’s sales methodologies and common processes are in place and defining clear territory engagement guidelines.
• Monitors and takes necessary measures to ensure adequate pipeline of opportunities and demand generations for sustainable growth.
• Utilizes a disciplined approach for successful solution selling (value Centric Sales Approach), establishing and maintaining accurate, timely and documented sales revenue forecasting procedures, providing required updates to SAP executive management.
• Ensures there is a proper business case with clear and attractive ROI impact, on each proposal SAP presents.
• Builds a network of executive relationships across industry, community and business groups, and with key partners and customers to stay current on issues impacting business and sales, providing meaningful strategic advice to retain and grow their business through integrated solutions.
• Stays current and informed on all new campaigns, understanding their objectives and relevance, communicating to Sales team and ensuring all involved know the roles the play in making campaigns successful.
• Supports the development of solid references.
• Drives team towards expected market penetration and customers/partners satisfaction levels.
• Takes advantage of internal VAT (Virtual Account Teams) as well as development and support organizations, involving them on the early stages of sales cycle and driving expected results.
• Inspires and influences internal stakeholders, experts and other resources not under direct control, helping to remove obstacles and aiming goals achievement.
• Drives each sales team member toward expected quarterly and annual sales objectives.
• Facilitates alignment and effective communication within sales team and internal/external key partners/customers and promptly resolve any conflict to encourage harmonious and productive interaction.
• Facilitates individual growth and development of Sales team, setting objectives, performance standards and priorities, coaching and acting as role model on sales approaches and account leadership.
• Effectively manages remote resources, dedicating quality time and leveraging company’s resources.
• Embraces GCO Sales University, leveraging available tools and supporting people training initiatives.

WORK EXPERIENCE

• 15+ years of experience in sales of complex business software / IT solutions
• Proven track record in business application software sale
• KSA Consumer and retail sector experience preferred
• Experience leading/managing in a team selling environment.
• Demonstrated success with complex, long-cycle sales campaigns in a fast-paced, consultative and competitive market.
• Demonstrate success negotiating complex contracts.
• Demonstrated knowledge on consultative selling methodologies
• Proven abilities on managing highly complex organizations and applying risk-mitigation strategies to customer
• Business level English: Fluent
• Local language: Fluent, Business Level
• KSA Based candidates preferred

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

• Bachelor equivalent

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Job Segment:ERP, Cloud, Sales Management, Database, Technology, Sales

What You Will Do:

The Solution Sales Executive (SSE) partners with the end-to-end account owner to drive solution specific sales motions, bring in domain expertise to solve customer business challenges, and grow the customer’s SAP footprint through renewal and expansion to support long term customer success.

• Generate demand, manage pipeline, and close opportunities
• Develop opportunity plans containing compelling solution value propositions
• Conduct White Space analysis to identify growth opportunities
• Work with wider account team on sales campaigns
• Manage customer relationships at the solution area/buying center level
• Progress opportunities for move to cloud/expand footprint accounts or accounts which are new to the solution area
• Utilize deep knowledge of how companies operate, business models, strategies, and end-to-end business processes
• Stay informed about SAP’s competition and value drivers
• Leverage SAP’s comprehensive team of experts and industry knowledge to effectively address customer needs
• Build customer participation in relevant SAP communities, programs, and events
• Facilitate collaboration with the partner ecosystem

What You Bring:

• Proven track record in business application software sales with overachievement of quota
• 3 – 5 years of experience in sales of business software/IT solutions
• Deep understanding of the solution and solution innovations
• Broad understanding of the SAP solution portfolio and the business processes it enables to drive customer value conversations
• Established relationships with account teams, Customer Business Office (CBO) teams, and relevant geo unit leaders
• Alignment with product/solution management teams and marketing organizations a plus
• Demonstrated success with large transactions and challenging sales pursuits
• Proven contractual and negotiation skills
• Experience driving renewals, expansions, and up-sells of subscription or perpetual license-based solutions
• Knowledge of financial, competitive, regulatory environment
• Excellent verbal and non-verbal communication skills
• Strategic thinker, high degree of creativity and innovation
• Excellent executive presence
• Results-driven
• Strong commercial/deal support skills, especially subscription-based

Professional Skills

• Learning Agility
• Collaboration
• Complex Problem Solving
• Creative Thinking
• Effectivie Communication

Tech Industry & SAP

• Agile Methodology
• Process Improvement
• Software as a Service (SaaS)
• Cyber Security
• Key Performance Indicators (KPIs)
• SAP Cloud Suite Portfolio
• RISE and GROW with SAP

Role Specific Skills

• Net New Sales
• Competitive Positioning
• Customer Engagement
• Demand Generation
• Customer Value Proposition
• Demonstration Skills
• Industry Knowledge
• Negotiation
• Overcoming Objections
• Relationship Building

Job Segment:Cloud, Sales Management, ERP, Cyber Security, Software Sales, Technology, Sales, Security

BTP Solution Area

What you will do:

As a PM, you will act as SAP's front office lead, aligned with customer's Project organization and/or relative IT/Business organization. You will need to be a trusted advisor for customer, by considering the balance between customer needs and project scope. For driving individual project, you will execute project management works such as Issue/Time/Cost/Risk/Communication/Quality/Resource/Session Managements.

• Steer and guide customers and partners in key BTP projects to become an AI driven enterprise
• Explain the importance of BTP in the context of SAP’s strategy to our customers, partners and internally. Become a thought leader for topics like Suite transformation, Clean Core and AI.
• Understand the customer's requirements, business processes and solution landscape
• Be a trusted advisor for customer, by leading project works based on defined scope
• Create detail project plans and execute them
• Understand SAP project methodology and premium engagement’s services and adopt them to project
• Coordinate involvement of SAP consultants and support resources and lead them in project
• Properly make reports and escalation to management or executive level
• Steer and guide customers and partners in key BTP projects to become an AI driven enterprise
• Explain the importance of BTP in the context of SAP’s strategy to our customers, partners and internally. Become a thought leader for topics like Suite transformation, Clean Core and AI.

What you bring:

• Bachelors Degree or equivalent (ideally in Computer Science, Business Informatics, Business Administration or related fields of study with a technical focus)
• More than 10 years of experience in the platform business ideally with SAP BTP
• More than 10 years of Project Manager experience in SAP solutions
• Experience in one of the SAP topics around platform development, Integration, database, extensibility or AI
• International mind set
• Result orientation
• Mindset of a team player
• Japanese fluence & business English (fluent written and spoken)
• Capability of strategic acting and thinking
• Customer experience and strong customer focus

• Proven ability to work with customers on project- and senior management level

Key point of this role:

• Contribute to SAP’s growth in one of the most strategic areas
• Work with global and regional teams, leveraging latest technologies
• Help to build a new team from the beginning and be able to drive vision and mission of the team
• Become a thought leader in the evolving AI space and speak at key industry events
• Roles available on all T-Levels and choice between are more business oriented role or more technology focused role

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What you'll do:

The Solution Sales Expert (f/m/d) (SSE) partners with the end-to-end account owner to drive solution specific sales motions, bring in domain expertise to solve customer business challenges, and grow the customer’s SAP footprint through renewal and expansion to support long term customer success.

• Generate demand, manage pipeline, and close opportunities
• Develop opportunity plans containing compelling solution value propositions
• Conduct White Space analysis to identify growth opportunities
• Work with wider account team on sales campaigns
• Manage customer relationships at the solution area/buying center level
• Progress opportunities for move to cloud/expand footprint accounts or accounts which are new to the solution area
• Utilize deep knowledge of how companies operate, business models, strategies, and end-to-end business processes
• Stay informed about SAP’s competition and value drivers
• Leverage SAP’s comprehensive team of experts and industry knowledge to effectively address customer needs
• Build customer participation in relevant SAP communities, programs, and events
• Facilitate collaboration with the partner ecosystem

What you bring:

• Proven track record in business application software sales with overachievement of quota
• First hand experience of Supply Chain Management and related Partner landscape
• Several years of experience in sales of business software/IT solutions
• Deep understanding of the solution and solution innovations
• Broad understanding of the SAP solution portfolio and the business processes it enables to drive customer value conversations
• Established relationships with account teams, Customer Business Office (CBO) teams, and relevant geo unit leaders
• Alignment with product/solution management teams and marketing organizations a plus
• Demonstrated success with large transactions and challenging sales pursuits
• Proven contractual and negotiation skills
• Experience driving renewals, expansions, and up-sells of subscription or perpetual license-based solutions
• Knowledge of financial, competitive, regulatory environment
• Full working proficiency in German and Business English, with proficiency in additional languages considered a plus.

Meet your team:

• Excellent verbal and non-verbal communication skills
• Strategic thinker, high degree of creativity and innovation
• Excellent executive presence
• Results-driven
• Strong commercial/deal support skills, especially subscription-based#CS2X

Job Segment:Supply Chain, Logistics, Supply Chain Manager, ERP, Cloud, Operations, Technology