דרושים Solution Sales Manager - Supply Chain ב-Sap ב-Australia, Melbourne

What you'll 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

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

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Your main tasks and responsibilities include:

• Help the personal growth of each team member, matching the business needs and opportunities with the colleague's individual strengths, expertise, and aspirations. Provide open and timely feedback, mentoring, and coaching.
• Build an empowered, motivated, and high-performing team, develop a supportive team culture and climate
• Drive operational delivery through agile methodologies allowing teams to react quickly to changing business needs and demonstrate change resilience
• Take care of the effective execution, and oversee interactions with other teams to ensure on-time and correctly prioritized delivery and accountability
• Drive continuous improvement initiatives to constantly evolve organizational processes and best practices and ensure best-in-class end-to-end delivery
• Convey a sense of ownership in everything you and your team do

What you bring

• University education in computer science, software engineering or a similar technical field
• Minimum of 3 years in a leadership role – People Manager, Product Owner, Program Manager, Team Lead, Scrum Master or similar
• Strong decision-making, problem-solving and execution skills
• Strong technical background and willingness to dive into software environments and technical issues.
• Highly organized, self-aware, emotionally intelligent person, able to handle pressure and deadlines, prioritizing and managing competing demands in a fast-paced environment
• Ability to connect and easily relate to people of all levels and backgrounds
• Can-do attitude,effective communicator, able to convey clear messages, vision and guidance
• Fluency in English

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What you bring

• University degree in Computer Science, or related field with 6+ years of experience in professional software engineering and proven experience in leading topics or projects and respective teams to success.
• Solid understanding of cloud microservice development.
• You strive for quality, apply best practices, and are familiar with agile software engineering practices; TDD is known, and CI/CD is no mystery to you.
• You are focused on outcome over output.
• You bring outstanding problem-solving skills and a strong analytical mindset, with the willingness to embrace new challenges and eagerness to drive change.
• Your empathetic nature allows you to take pleasure in mentoring and empowering others for their growth, while your strong communication and negotiation skills enhance these efforts.
• Fluent English language skills; German language skills are a plus.

Role Description:

Expectations & Tasks:

• Participates in recruiting, Performance Management, 1 to 1 training, and coaching of the Solution Sales Executives. Drives the general professional development and career development of the agents within the team.
• Manages the sales pipeline in a proactive manner to ensure the attainment of individual and group contributions to the established goals. This would include the current quarter and full-year pipeline with predictable conversion rates.
• Manage a business that focuses on new and upsell net bookings, cross-sell revenue with responsibilities to ensure renewal with customer adoption.
• Participates in regular business review meetings or forecast calls
• Provide feedback to Field Management on engagement level with the Solution Sales Team
• Assesses the overall performance of the team with respect to the goals/KPIs and its own revenue target
• Works with marketing and field sales management to understand and implement initiatives with Solution Sales requirements.
• Drives and coordinates with the field management team to develop pipeline, revenue, and demand management
• Provides feedback on initiatives executed to enable continuous program improvement.
• Creates networks of COO and Supply Chain Executives and communities of Supply Chain Practice

Work Experience:

• 2+ years as a first-line manager of enterprise software sales executives
• Minimum 5 or more years of successful enterprise software sales experience along with a strong history of quota attainment required
• Complex sales engagements and account management in key accounts segments across multiple industries
• Subject Matter expertise in the business processes associated with Supply Chain Solutions – including but not limited to Supply Chain Planning, Manufacturing Execution, Logistics, Direct Procurement, and Field Service/Asset Management
• The ability to build relationships and quickly develop trust with C-Level executives including COO and SVP of Supply Chain
• Experience working with Supply Chain SI and partner ecosystem
• Proven track record of capturing and growing customer and market share in a profitable manner

Education and Qualifications / Skills and Competencies

• Disciplined in sales forecasting, coachable, hungry to win logos, great with power point and excel, excellent written communication skills.
• Bachelor’s degree in related fields (Business / Engineering or Technology)
• Successful people management experience
• Collaborative style and ability to work in a networked organization with a virtual team
• Ability to work under pressure and deal with complexities and ambiguities in the sales cycle
• Ability to tailor, articulate, and clearly relay messages relevant to each target audience/receiver of information

Sales Product Solution Knowledge

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

What you'll do

• Assist in preparing and coordinating customer meetings and sales events
• Support the Sales team in managing customer relationships, tracking interactions and follow-ups using SAP CRM tools to enhance sales performance
• Help develop and implement social media campaigns to support Account Executives in engaging with potential clients and promoting retail sales initiatives
• Assist with market research and competitor analysis, providing actionable insights that will inform sales strategies and improve customer outreach in the retail sector
• Help organize and execute sales events, including coordinating logistics, preparing promotional materials, and tracking event success
• Support Account Executives in lead generation activities

What you bring

• You are currently a student (f/m/d) enrolled at a university or university of applied science
• You are interested in selling innovative software products
• You have strong communication skills and like to work independently and in a goal-oriented manner
• Initial experience from internships in sales is an advantage
• You are fluent in German and English

Meet your team

• Join a highly motivated team with a deep understanding of SAP’s solution portfolio
• Engage in collaborative work with the industry team and their management to drive customer success

Your set of application documents should contain a cover letter, a resume in table form, school leaving certificates, certificate of enrollment, current university transcript of records, copies of any academic degrees already earned, and if available, references from former employers (including internships). Please also describe your experience and skills in foreign languages and computer programs/ programming languages.

What you’ll do/ Key Responsibilities

• Sales Strategy and Execution
  • Develop and execute comprehensive sales strategies to promote SAP Business Data Cloud solutions.
  • Identify and pursue new business opportunities to achieve or exceed sales targets.
  • Conduct market research to stay informed about industry trends and customer needs.
• Customer Engagement and Relationship Management
  • Build and maintain strong relationships with key stakeholders and decision-makers within client organizations.
  • Engage in consultative conversations to understand customer challenges and propose tailored SAP Business Data solutions.
  • Provide exceptional customer service to ensure client satisfaction and foster long-term partnerships.
• Product Expertise and Demonstration
  • Serve as a product expert on SAP Business Data Cloud offerings, including AI capabilities.
  • Deliver compelling presentations and demonstrations to showcase the benefits of SAP's data solutions.
  • Address technical objections and guide customers through solution implementation.
• Collaboration and Resource Management
  • Work closely with internal stakeholders to orchestrate resources that support customer engagements and accelerate deal closure.
  • Strong alignment with the Account teams, Customer Success Partners, & Partner Business manager to drive successful adoption and consumption of SAP Business Data Cloud technologies

What you bring/ Qualifications

• Required:
  • Bachelor's degree in Business, Information Technology, or a related field.
  • At least 3 years of experience in technology sales or cloud solutions.
  • Proven track record of achieving or exceeding sales quotas.
  • Excellent communication, negotiation, and presentation skills.
  • Ability to articulate complex technical concepts clearly and compellingly.
  • Strong analytical skills with a focus on identifying customer needs and providing solutions.

• Preferred:
  • Understanding of SAP technologies, including SAP Datasphere, SAP Analytics Cloud, SAP BW and SAP Business AI. Generic knowledge about SAP Business Technology Platform is useful.
  • Proficient in cloud platforms (AWS, Azure, Google Cloud) and data engineering tools.

Experience in enterprise solution sellingfocused on data management and AI integration.

• • Extensive industry network for business development.
  • Knowledge of data engineering, machine learning, AI , and their ecosystem.
  • Ability to articulate Databricks' value propositions to stakeholders.
  • Familiarity with the SAP Business Suite and SAP Line of Business solutions.
  • Awareness of trends in data management, business intelligence, and analytics technologies.
  • Understanding of industries and verticals relevant to SAP’s data and analytics solutions and verticals that are key markets for SAP’s data and analytics solutions.

We win with inclusion

Naperville
Chicago

RESPONSIBILITIES:

• Prospecting, qualifying and selling Finance and Spend management cloud software in our solution portfolio to both new and existing SAP customers
• Build relationships with key executives and decision makers within assigned accounts in Poland, with special focus of CFOs and CPOs
• Initiate contact and establish interest with key decision makers and develop influence map
• Map and understand customer pain points and build sales strategy to address them
• Develop strategic sales plans for your territory and individual opportunities
• Maintain relationships with Co-selling and implementation Partners and Managed Service Providers

QUALIFICATIONS:

• Minimum 5 years of successful enterprise software sales, preferably in one of the following areas: Financial software solutions, Spend Management, Vendor Management Systems
• Strong history of quota attainment
• Business Value Focus
• Professional, self-starter with strong work ethic and ability to work independently
• Ability to achieve individual as well as team goals that will require working as a team in a complex sales cycle
• Display high levels of energy and drive
• Possession of a professional, persuasive manner, and strive to innovate in your client interactions
• Professional written and oral communication skills in Polish and English
• University degree preferred
• Financial education or experience in the field of finance operations preferred

WHAT YOU GET FROM US:

• An exciting combination of business and technology in the field of sales
• Independent work
• Intensive teamwork in a competent, highly professional and really cool team
• Versatile and challenging tasks
• Quick acceptance of responsibility
• A high degree of family friendliness and flexible working time models
• Attractive social benefits
• Many opportunities for further development

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Job Segment:ERP, Cloud, Software Sales, Sales Management, Financial Sales, Technology, Sales