דרושים Solution Sales Executive - Supply Chain Management ב-Sap ב-Germany, Dresden

EXPECTATIONS AND TASKS

• Building up a multiyear account strategy
• Delivering permanent sales success along the plan
• Orchestration of internal account teams
• Build new high-level business contacts within the customer base
• Focus on business scenarios for business contacts

Required skills

• Fluent German
• Fluent English
• Experienced in Microsoft Office and SAP User Skills
• Existing personal network to Austrian Industry Customer

Preferred skills

• Process knowledge in the manufacturing industry
• Previous working in SAP implementation projects would be a benefit

WORK EXPERIENCE

• Min. 7+ years proven track software sales records
• Experience in Cloud- or Outsourcing business
• Software business

LOCATION

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Job Segment:Cloud, ERP, Account Executive, Outside Sales, Software Sales, Technology, Sales

What you’ll do:

• 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 customerʼs success.
• Supporting customerʼs transformation journey, with full accountability across Sales and Delivery
• Setting strategic goals and outcomes to support the customerʼs business objectives

What you bring:

• Build and maintain trusted long-term customer relationships, delivering ongoing value and success aligned with customer needs
• Understand and integrate customer's business goals and outcomes into strategic plans, ensuring full visibility of provisioning, adoption, and renewal
• Develop and manage a robust R4Q pipeline, aligning with customer requirements and internal strategies for future success
• Accelerate adoption and consumption of SAP Services to secure continuous engagement and future opportunities
• Achieve quarterly quotas predictably by aligning value-added solutions with customer needs and maintaining a strong focus on performance metrics.

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What you'll do

As the Solution Advisor (SA), you will be the go-to person for any solution or product questions within the sales team. You will leverage your deep expertise in specific solutions to support the entire sales cycle, from identifying opportunities to post-sale customer support. Additionally, you will assist customers in expanding their current SAP footprint to maximize value for their organization.

• Provide deep solution-specific expertise to support new sales and adoption for key customers
• Provide both standard and customized/personalized solution demonstrations that bring SAP solutions to life and show customers the value of SAP.
• Support the Account Team by delivering solution presentations and events to identify and qualify new opportunities and drive adoption and consumption of SAP solutions
• Evaluate account qualification criteria to determine further investment in pursuing opportunities
• Establish yourself as a thought leader within the account team and fine-tune account strategy
• Collaborate with the team in creating overall themes and competitive differentiation
• Conduct vigorous dry runs on strategic deals and customer engagements
• Transition engagement to implementation partner/ Services teams effectively
• Engage with customers to continue selling the vision of SAP solutions and ensure eagerness for renewal
• Leverage digital assets throughout the customer engagement, including demos, presentations, and other content

What you bring:

• Professional experience with large software/IT organizations, preferably in a solution-specific segment
• Asset management/Maintenance Processes knowledge
• SAP product experience (or equivalent) and/or 3-5 years of relevant solutions/Lines of Business experience
• Working knowledge of Cloud, Hosted Services, and Software as a Service/Platform as a Service models in the Business-to-Business Environment
• Viewed as a solutions/Lines of Business/Industry expert across SAP with a track record of success
• Focus on creating compelling storylines and themes for customer interactions
• Ability to quickly understand customer business goals and ensure they are at the center of recommended solutions
• Passion and energy in all customer interactions
• Mechanical Engineer background would be a preferred skill

Meet your team:

• Customer Advocate: Collaborate to complement solution expertise and support customers
• Global Digital Content Factory: Leverage digital assets created by the team throughout customer engagement
• Implementation Partner/Customer Services & Delivery: Efficiently transition customer engagement for successful deployment and realization of solution value
• SAP Account Teams: Share best practices and collaborate on providing solutions and services support across the entire customer journey.

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

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
• Supply Chain Domain knowledge and expertise
• 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

We win with inclusion

Washington DCJob Segment:Supply Chain, ERP, Cloud, Supply Chain Manager, Supply, Operations, Technology

As a **Cloud Solution Architect**, you will collaborate with our service sales units across Middle and Eastern Europe (including Germany) and support the whole process from deal closure to successful project delivery.

What You’ll Do:

• Support Engaging Workshops: Collaborate with customers to identify needs for innovation and application extensions in an interactive and impactful manner.
• Craft Tailored Solutions: Develop compelling solution proposals and effort estimations, working closely with our global development teams to ensure a perfect fit for customer needs.
• Present Innovative Designs: Propose and showcase your comprehensive solution designs and architectural frameworks to our strategic clients.
• Support delivery of Proof-of-Concepts and innovation showcases

YOUR PROFILE

We are looking for a person with:

• A Consulting Background: First experience with the SAP cloud product portfolio and hands-on involvement in multiple projects within one of the targeted industries mentioned above.
• Technical Proficiency: Good knowledge of SAP cloud technology stacks, including SAP Business Technology Platform (BTP) and SAP ABAP Cloud.
• Software Architecture Experience: Experience in application development (ABAP and/or JAVA) and cloud transformation projects that innovate and elevate.
• Passion for Emerging Technologies: A strong interest in machine learning and artificial intelligence, enabling innovative solutions.
• Good Communication Skills: Strong analytical ability coupled with fluency in German and English, both spoken and written.
• Educational Foundation: A degree in Business Administration, Computer Science, or a related field.

Our Cloud Solution Architects are dedicated to empowering strategic customers in their transformational journey to SAP S/4HANA Cloud and unlocking innovative opportunities with SAP Business Technology Platform (BTP). Our team's focus encompasses the following key areas:

• Custom Innovations & Extensions: We design tailored innovations and extensions for SAP S/4HANA Cloud that meet the unique needs of our clients.

• Innovative Custom Solutions: Our team leverages cutting-edge machine learning and artificial intelligence capabilities on SAP BTP to develop bespoke solutions that drive business value.

• Enterprise Architecture Services: We offer expert guidance in enterprise architecture, emphasizing seamless cloud transformation and effective BTP adoption.

• Code & Solution Transformation Advisory: We provide strategic advisory services to assist clients in migrating custom code and solutions from existing SAP on-premises installations to SAP S/4HANA Cloud, ensuring a smooth transition.

Job Segment:Information Technology, IT Architecture, Cloud, Solution Architect, ERP, Technology

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

• 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 selling focused 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.

Soft skills:

• Exceptional communication, both verbal and non-verbal.
• Strong professional communication skills in English . Additional Dutch language skills are considered a plus.
• Strategic thinking with a high degree of creativity and innovation.
• Strong executive presence and results-driven mindset.
• Ability to work across multiple teams within a matrix organization.

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