דרושים Sales Director_corporate Account ב-Sap ב-Bulgaria, Burgas

• Orchestrate the cloud selling motion with some of SAP’s largest, most complex, and strategic customers
• Act as a subject matter expert / trusted advisor in sales cycles.
• Leverage and coordinate cross-functional teams (Account Managers, VAT, Partners) to efficiently navigate complex sales cycles.
• Build the vision and identify expansion opportunities within the existing customer base.
• Provide direction to strategic account plans, including customer profiles and targeted programs by working closely with regional sales, marketing, pre-sales, and various other teams.
• Execute demand generation programs in each region to support RISE budgetary goals.
• Develop and deploy enablement sessions for internal and partner sales teams to supplement and grow their selling skills.
• Identify, analyze, and secure RISE renewals and drive increased transactional RISE revenue.
• Drive demand and pipeline acceleration initiatives to support revenue growth.
• Identify and execute on expansion opportunities across the product suite (e.g., secondary MOVE scenarios, switch motions).
• Prioritize net revenue retention growth through cross-sell and up-sell strategies over direct involvement in renewal analysis and closure.
• Collaborate with other roles (e.g., EA-RISE) who are primarily responsible for churn prevention and securing renewals during the ADOPT and DERIVE phases.

• 8+ years of experience in sales of business software/IT solutions.
• Strong knowledge of the SAP solution offering (including Service and Support).
• Proven track record in business application software sales.
• Demonstrated success with large complex transactions and lengthy sales campaigns in a fast-paced, consultative, and competitive market.
• Experience driving renewals, expansions, and up-sells of subscription or perpetual license-based solutions.

• Deep understanding of the specific solution portfolio. (Cloud ERP Private)
• Broad understanding of SAP solution portfolio (Business Suite), specifically domains like BTP, BDC, BTM and Business AI.
• Established relationships with SAP MU leadership, account teams, and Industry teams.

• Demand Generation, Pipeline, and Opportunity Management.
• Develop an opportunity plan containing the value proposition.
• Work with wider account teams on sales campaigns.
• Strong sales skills to identify opportunities for Move/Expand accounts.
• Engage with customers during Select and identify cross-sell/up-sell opportunities.
• Deep knowledge of how companies operate, including business models, strategies, and end-to-end business processes.

• Excellent verbal and non-verbal communication skills.
• Strategic thinker with a high degree of creativity and innovation.
• Excellent executive presence.
• Results-driven.
• Highly trusted as a subject matter expert, positioning the value of modernized ERP and new operating models.

To be successful in this role, the Accelerated Sales Expert must:

• Orchestrate internal resources to deliver an executive and tailored Point of View leading to an accelerated sales motion.

• Position as a subject matter expert, demonstrating the value of modernized ERP and innovative platforms.
• Demonstrate ability to challenge customers' status quo and position RISE as a journey to the Business Suite.

We win with inclusion

Philadelphia

What you'll do:

As an Account Director (AD) at SAP, you will be responsible for building strong, long-term customer relationships, driving customer innovation, delivering value via SAP solutions, and ensuring that customer business objectives are met.

• Serve as the end-to-end account owner and maintain senior client relationships
• Drive sales and consumption efforts, identifying cross-sell and up-sell opportunities
• Lead (virtual) account team and coordinate all roles across the customer
• Drive customer value realization based on agreed business outcomes, including renewals, expansions, and upsells
• Utilize expert governance and stakeholder management skills
• Interpret consumption data and drive insights to action
• Orchestrate resources such as junior sales quota carriers as needed
• Demonstrate deep expertise in SAP solution portfolio with detailed understanding of the support processes and organization

What you bring

• 10+ years of experience in Sales or Consulting with complex business software/IT solutions
• Bachelor’s degree or equivalent required (MBA preferred)
• Proven ability to manage in highly complex organizations and apply risk-mitigation strategies
• Strong program/project management and commercial/deal support skills
• Excellent verbal and non-verbal communication skills

Meet your team

• You will work closely with the SAP Market Unit leadership, account teams, and industry teams, as well as align with product/solution management teams/organization.
• You will also partner with other SAP leads to maximize customer success and drive insights into action

​

We win with inclusion

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

​

We win with inclusion

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

PURPOSE AND OBJECTIVES:

Support in escalated projects

Give technical support to implementations

Performance of feasibility studies / solution reviews

Support of pre-sales activities such as commercial proposals

EXPECTATIONS AND TASKS:

Detailed planning of process implementation.

Define detailed specifications for development requirements.

Explain from a technical view the implementation of gaps.

Demonstrating profound knowledge of modeling standards and tools.

Being able to support from an ABAP standpoint the functional solution.

Functional Experience:

Minimum two years consulting experience in application of EWM with basic knowledge of procurement, warehousing, sales and distribution.

Deep Knowledge in Supply Chain Management processes: Receiving process with quality models and batch management, include integration with production, shipping process integrated with transportation, replenishment models, inventory management, radio frequency platforms, queue management, labor management, yard management. Master Data management in EWM and slotting process.

Desirable Knowledge: Quality Management models, Integration to manufacturing processes, integration to automated systems, Dock Appointment Scheduling, Yard Logistics, ABAP debugging.

Further knowledges: Transportation Management (TM), Event Management (EM) and integration with MII.

Regional experience will be considered as differential

Takes responsibility from time to time as a sub project leader

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:

University degree or equivalent work experience

Spanish: Professional

Our inclusion promise

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

Consulting and Professional ServicesRegular Full Time

Job Segment:Pre-Sales, Logistics, ERP, Cloud, Testing, Sales, Operations, Technology

What you'll do

Successful candidate will be responsible for timely and accurate fulfillment of various tasks in areas of scanning and data processing and compliance responsibilities for Procure Travel Pay processes.

Scanning & Archiving

- Ensuring the invoices are organized into the files and archived as per legal standards

Data Processing & Communication

- Focusing on the dedicated process and tasks in areas of vendor’s onboarding

- Checking the supplier documents correctness

Compliance Checks

- Review correctness of the manually posted incoming invoices to ensure compliance (4 eyes principle compliance check)

- Processing internal and external queries received in shared/private mailbox

- Process documentation maintenance

What you bring

- Knowledge in MS Office (Outlook, Excel, Word and PowerPoint)

- You can actively communicate in foreign languages with various stakeholders (written and spoken English is required)

- You are ready to work with the standardized finance processes

- You like to participate in problem solving initiatives with innovative approach

- You have qualities of a team player that shares responsibilities and tasks

​

Key Responsibilities:

• Deal Structuring Support:

• Collaborate with the sales team to provide guidance on deal structuring.
• Evaluate and analyze potential deals, considering commercial revenue, cost implications, compliance requirements, and company policies.
• Improve the company policies, and initiate automation ideas for smoother deal support and contract creation processes.

• Approval Process Management:

• Facilitate the full deal approval process, ensuring all necessary internal stakeholders are engaged and informed.
• Ensure that all deals comply with company financial guidelines, compliance standards, revenue recognition (IFRS 15), and legal requirements.

• Contract Drafting:

• Draft and review commercial contracts, ensuring that terms are consistent with what was approved during the deal structuring and approval process.
• Incorporate commercial clauses and other relevant provisions into contracts, ensuring clarity and alignment with company objectives.
• Collaborate with legal teams as needed to ensure all legal aspects of contracts are addressed and mitigated.

• Stakeholder Collaboration:

• Act as a liaison between sales, finance, legal, and other internal departments to streamline the deal process.
• Maintain open and clear communication with all stakeholders to ensure alignment and understanding throughout the deal lifecycle.
• Provide training and guidance to sales and other teams on financial and compliance-related aspects of deal structuring and contract negotiations.

Qualifications:

1. Bachelor’s degree in finance, Accounting, Business Administration, law, or a related field; advanced degree or professional certification preferred.
2. Proven experience (3+ years) in a commercial finance role, preferably within a corporate or high-growth environment.
3. Basic knowledge of IFRS 15 revenue recognition principles is an advantage.
4. Good understanding of compliance standards and financial policies documents and the ability to gather information from multiple sources.
5. Experience in contract drafting, with the ability to draft clear and concise non-legal clauses.
6. Exceptional soft skills, including effective communication, interpersonal skills, and emotional intelligence.
7. Proficiency in financial software and Microsoft Office Suite, particularly Excel. Interest in AI tools and topics is a plus.
8. Strong organizational skills with the ability to manage multiple priorities and deadlines.
9. High level of integrity and professionalism in handling confidential information.
10. Curious personality with an attitude for learning and personal development.
11. Ability to effectively manage stress in a fast-paced environment.
12. Proficiency in English written and verbal. Italian is an advantage.

​

: Senior Solution Sales Executive – Finance & Spend Management – Regulated Industries

What You Will Do:

• 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 primarily for 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:

• Experience in sales of business software/IT solutions with proven track record of overachievement of quota
• 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 market unit leaders
• Alignment with product/solution management teams and marketing organizations a plus
• Demonstrated success with large transactions and challenging sales pursuits
• Proven contractual negotiation skills
• Experience driving net new sales of subscription or perpetual license-based solutions
• Knowledge of the State & Local Government, Higher Education, Healthcare, and/or Utilities industry and their regulatory environment
• Excellent verbal and written communication skills
• Results-driven and strategic thinker with a high degree of creativity and innovation
• Excellent executive presence
• Strong commercial/deal support skills, especially subscription-based
• Experience selling to Procurement and/or Finance is desirable.

Meet your team:

• This role is for the Finance & Spend Management team in USA Regulated Industries reporting to the VP of Sales – Corporate segment.

We win with inclusion

ChicagoJob Segment:Compliance, Marketing Manager, Cloud, Financial Sales, Sales Management, Legal, Marketing, Technology, Sales