דרושים ב-Sap ב-China, Chaoyang District

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Job Segment:Cloud, Testing, Developer, Front End, ERP, Technology

What You'll Do:

You will be responsible for the SAP portfolio of oCFO solutions Software License Revenue for the region you support

• Annual Revenue - Achieve / exceed quota targets.
• Sales strategies- Align SAP solutions with the customer’s strategic objectives - Develops best practice account plans to ensure revenue target delivery and sustainable growth.
• Trusted advisor - Establishes strong management and CFO 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.
• 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 Value Advisory, benchmarking and ROI data to support the customer’s decision process.

Demand Generation, Pipeline and Opportunity Management

• Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve working with SAP Industry AE’s, partners, and other available channels. Pipeline partnerships – Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.
• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap. Negotiate early and against a win/win strategy for SAP and its customers.

• Build and share best practice sales and negotiation skills.
• 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 cycles utilizing best practice models.
• Understand SAP’s competition and effectively position solutions against them.
• Maintain CRM system with accurate customer and pipeline information.

What you bring:

• 5+ years of experience in sales of complex enterprise Software ideally with Finance, Treasury, GRC and Order to Cash SaaS solutions.

• Experience selling and aligning sales strategy with business model innovations and digital transformations against customer challenges.

• Track record of consistent over-achievement of quotas, revenue goals and the ability to effectively identify and sell to C-level executives.
• Business acumen to communicate at the CFO, CTO, CIO, Product Management, Sales, and other CxO levels.
• Understanding of Financial and Order to Cash processes and business value,
• Multi-industry sales experience

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:

• Proven track record in business application software sales.
• Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative, and competitive market.
• Exceptional contractual and negotiation skills.
• Business level English: Fluent
• Bachelor equivalent: yes

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She/he is expected to be able to:

• Manage Strategic Customer Engagements directly
• Sponsor of Strategic Customer Strategy
• Defining a Framework on best practices and the CSS Cloud Transformation which supports the Region to deliver customer outcome and to satisfy the important customers
• Liaise and coordinate with regional/global Customer Success/Customer Success Stakeholders
• Pro-active, problem solving, "can-do" attitude and “customer first” mindset
• Ability to de-escalate customers by ordering, structuring, and bringing in the management's attention to a major incident or a problem
  

What you'll do

Sales cycle

• Build credibility / trust with customers.
• Assist the SAP license sales and service sales teams in closing of software or services deals by providing oversight on implementation planning & estimating and coordinating multiple SAP Lines of Businesses and partners as required (Bid Management).
  

Delivery

• Set-up and lead all phases of the project lifecycle, including planning, design, development, testing, implementation, documentation, training, and closure.
• Work with Customer Stakeholders, Partners and SAP Management to effectively manage and lead projects to ensure successful completion and significant impact on customer business KPI.
• During implementations, manage overall services relationship, steering committee and project office, between customer, partner and SAP to ensure that projects are delivered on-time, within budget and with the highest levels of customer satisfaction through billable consulting.
• Manage expectations on the development of solid project plans, with milestones and clear deliverable (in IT and business terms), handling risks, issues and objections.
• Select, direct and develop your team members in accordance with the project goals.
• Willingness to travel also internationally.
• Oversees the customer engagement journey and ensures effective governance and alignment across multiple internal and external stakeholders such as SAP Services, SAP Product support, Partners and customer’s System Integrators or other Hosting Partners.
• Actively oversees and drives cloud transformation agenda with key client stakeholders.
• Maximize the customer success by helping to manage complexity, ensure stable operations, mitigate risk and lowering total cost of operation, support customers on their journey to the intelligent enterprise.
• Continually tries new and better ways to do things and actively brings a broader lens of customer and risk management into their decision making.
• Perform administrative tasks required to manage the engagement (staffing, reporting & controlling).
• Actively participate in the governance meetings with customers and other SAP stakeholders (extended account team) and provides direction to the teams on delivery.
• Ensures effective end-to-end customer engagement and governance is applied across including commercial arrangements (costs and profitability), customer expectations, delivery team success, customer reporting.
• Enable delivery teams to Deliver best through proactive mindset and de-escalate critical customer situations.
• Enable regular customer satisfaction feedback.
• Enable SAP delivery teams to protect and grow engagement scope, leverage and cross-sell opportunities and manage commercial change requests.
• Participate in team-internal knowledge sharing and coach other team members.
• Effectively communicate complex ideas and persuade clients to adopt the recommended solution.
• Provide consultative expertise to the client, including guiding clients through key decisions and tradeoffs to maintain project scope and timeline.
• Provide updates on client statuses and escalate issues while maintaining control of the project.
• Stay organized and deliver on commitments, including updating any project tracking systems, maintain data hygiene and fulfilling administrative responsibilities.
  

Value creation

• Create long term value roadmaps and plans with customer to achieve customer business objectives.
• Analyze and execute on strategic projects, build consensus among project stakeholders, ensure alignment of project tactics with corporate strategy and communicate project goals at a strategic level as well as actively identifying and developing more business opportunities.
• Oversees the customer engagement journey and ensures effective governance and alignment across multiple internal and external stakeholders such as SAP Services, SAP Product support, Partners and customer’s System Integrators or other Hosting Partners.
• Maximize the customer success by helping to manage complexity, ensure stable operations, mitigate risk and lowering total cost of operation, support customers on their journey to the intelligent enterprise.
  

What you bring

• Master's degree, preferably in finance, commerce, engineering, information technologies, computer science, MBA or equivalent
• Excellent knowledge of project management methodologies. SAP methodologies (including SAP Activate and SAP Solution Manager)
• Proactive attitude in managing stakeholder satisfaction to position and secure customer success
• Demonstrated ability to command the attention and respect of senior level leaders and confidently make presentations to large and executive audiences
• The candidate must possess experience managing a number of internal and external stakeholders, so interpersonal skills and abilities will be vital to succeed in this role
• Team oriented: ability to build strong relationships at every level of the organization. Being a strong motivator who knows how to influence others to deliver consistently their best work
• Excellent written and verbal communication and presentation skills – fluent in English, another language, is beneficial
• PMP certification or other project management certifications are desirable
• Results-driven / Self-organized / Decision making
• Knowledge of one or more functional business processes (Logistic, Finance, etc.)
• Experience in Client-facing/Service roles
• Exceptional written and verbal Communication skills with fluent German and English
• Proven Presentation skills
• Team Player
• Strong technical aptitude and ability to understand technical concepts quickly
• Ability to prioritize and manage workload to meet deadlines and budget
• Virtual global team management
  

Work Experience:

• Proven project management experience at a consulting / system integration company
• Ideally 12+ years project management experience (SAP software) with numerous large scale implementations (> 5 Mio. $)
• Demonstrated ability to scope, structure and manage medium- to large scale, medium to high complex projects with modern delivery mixes on time, on budget and within quality criteria that maximized business benefits for customers
• Demonstrated experience in managing, aligning and working with various levels within a customer organization (project, business, executive) as well as different parts of large global organizations
• Excellent customer focus / Networking / Relationship Building
• Results-driven / Self-organized / Decision making
• Knowledge of one or more functional business processes (Logistic, Finance, etc.)
• Fluent German and English

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
• 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

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What you bring:

As we build the next generation of SAP’s User Experience, we are looking for a passionate team-player with skills in mobile accessibility and strong user focus. This role is an entry point to grow into an exciting matter.
The following topics should be of your interest and basic skillset:

• external accessibility standards like W3C Web Content Accessibility Guidelines, ARIA, etc.
• screenreader JAWS and NVDA and platform accessibility features
• accessibility testing guidance
• accessibility support of SAP’s UI technologies
• consultation and learning offerings for designers
• excellentcommunication and presentation abilities, complemented by a high proficiency in the English language

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Job Segment:Testing, Developer, Cloud, ERP, User Experience, Technology

• S/he must possess superior technical leadership, communication skills and demonstrates independence in decision making.

• Is responsible for defining the product’s architecture together with implementation team(s)
• Evaluates architecture risks and estimates effort for business case or backlog item, prepares management decisions on these topics

• Translates business and product requirements into technical requirements, models and software architecture

• S/he is capable to perform tasks and take decisions independently and ensure completion with good quality, timely delivery and efficiency

• S/he should be able to apply clean code principles: execute code reviews, code inspections, unit testing, performance measurements and other quality tasks, have understanding of CI/CD concepts, processes, tools and methodologies

Role Requirements:

• Strong educational qualification with 8-12 years of experience in software development
• At least 2 years of experience as an Architect / Senior Technical Lead in design / development of SaaS application based on any Cloud Technology
• Expert proficiency in Java w.r.t Spring Framework, Hibernate, Web Technologies and handling of data structures, SQL scripts
• Proficiency in UI technologies: JavaScript (runtime environment Node.js), Angular JS, CSS, jQuery. Good to have: SAPUI5, Fiori Elements
• Understanding of Microservices, event-driven and CQRS architecture
• Knowledge of exposing and consuming SAP oData V2, V4 and RESTful APIs
• Understanding of Component and E2E testing and hands-on experience with an automated testing tool
• Ability to author software design, technical documentation and automation tests
• Exposure to all aspects of the software development lifecycle (SDLC)
• Understanding of test driven development (TDD)
• Knowledge of Domain Driven Desig

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Job Segment:Testing, Cloud, ERP, Developer, Java, Technology

Three reasons to intern at SAP

1. Culture of collaboration: meet with mentors, make new friends across the globe and create a thriving personal network.

1. Project-driven experience: gain cross-functional skills from our virtual and in-person learning sessions, diverse subject matter experts, and project deliverables.

1. Gain visibility: with SAP Internship Experience Program in your title, you’ll have a global network of SAP leaders, entrepreneurs and career development opportunities at your fingertips.

What you’ll do:

Expected start date: April/May 2025

Duration: 12 months

Schedule: 40 hrs/Week (flexible)

• Understand SAP business model, organization, strategy, and drivers

• Articulate SAP’s value proposition and strategy in an exciting and compelling manner

• Built knowledge of SAPs Talent Discovery Recruiting Model

• Identify, attract, screen, select, and finalize offer processes for candidates

• Partner with the US Campus Strategy lead on events and engagements, while participating in local events on-site
• Support topics including, headcount forecasting, demand planning, req assignment, data analytics, system enhancements, and collaboration across other HR teams.

• Other duties/responsibilities as assigned

What you bring:

We’re looking for someone who takes initiative, perseveres, and stay curious. You like to work on meaningful innovative projects and are energized by lifelong learning.

• Education: Bachelor's/Master's degree program, ideally focused on HR or a related field

• Eligibility: Must be currently enrolled or recently graduated (start date must be within 6 months of graduation date) from a coding academy/bootcamp, apprenticeship, associate, bachelor’s, master’s or JD/PhD program.

• Any exposure to recruiting or corporate work environment highly preferred

• Ability to effectively manage a demanding workload and multiple priorities

• Attention to detail and process management

We win with inclusion

Philadelphia