דרושים Account Executive Corporate Digital - Public Services ב-Sap ב-Malaysia, Kuala Lumpur

Specific responsibilities include, but are not limited to:

• Provide outstanding strategic consulting to the Senior Leadership Team combined with high operational excellence to accelerate SAP’s Next Level of Transformation.
• Drive the strategic priorities of the SAP People Agenda and ensure consistent execution within Business Area while influencing scalable solutions with P&C Services and P&C Practices (Global Total Rewards, Talent Discovery, Diversity & Inclusion etc.).
• Translating business-specific needs towards P&C and vice versa while driving people and organizational initiatives to facilitate business transformation and cultural change.
• Provide consulting, strategic insights and guidance on all relevant P&C topics and support development and implementation of global products and programs across all relevant P&C areas, like providing consulting, strategic insights and guidance on all relevant HR topics.

What you bring

• Master’s degree or equivalent in Human Resources, Business Administration, or related field.
• Min. of 4 years relevant experience in People & Culture/HR Business partner roles, ideally in a matrixed and international environment.
• Good understanding of SAP’s Strategy, Business Model and organizational set-up.
• Solid consulting and negotiation skills for effective collaboration with high-level stakeholders.
• Good project management skills to lead people workstreams in transformational business initiatives.
• Analytical problem solving and decision-making skills to be able to translate business requirements into clear P&C requirements.
• Excellent skills in analyzing and using P&C data to support decision making processes.
• Experience in driving change and transformation initiatives with a big level business impact is a plus.
• Strong strategic influencing skills and ability to build relationships with diverse stakeholders.
• Show strong cultural awareness and adaptability.
• High integrity, with the confidence to handle sensitive matters and data.
• Excellent interpersonal skills as well as communication and presentation skills (English verbal & written).

We win with inclusion

Specific conditions may apply for roles in Vocational Training.

to develop services sales and ensure the delivery of the value promise made to our clients through our software solutions.

As the key contact for strategic customers and responsible for growing the relationship, the SAE will:

• Develop a commercial development plan for each client, with clear steps to convert opportunities on a quarterly basis.
• Identify and generate sales opportunities aimed at supporting our clients' project success — whether by leading implementation projects or supporting customer and/or partner teams.
• Lead an extended Services team composed of Business Transformation Consultants, Technical and Functional Experts.
• Be an integral part of the account “Value Added Team” to define the best value proposition for our clients and support the sale of our Cloud solutions.
• Achieve both quantitative and qualitative annual objectives, providing the best possible visibility on the progress and closure of ongoing deals.

Profile sought:

• Proven experience in complex sales (+10 years): negotiation and closing of SAP integration and support contracts.
• Ability to design transformation support offers tailored to our clients' business needs.
• Results-driven mindset focused on delivering value to clients.
• Strong autonomy and leadership in building value propositions for clients and with partners.
• Ability to continuously learn and adapt to new offerings. Innovation-oriented: AI, Business Data Cloud.
• Strong self-awareness with the ability to identify strengths and areas for improvement.
• Fluent in both French and English, spoken and written

​

What you'll do

• Account & Customer Relationship Management:
  • Serve as the end-to-end account owner, managing sales of software licenses and cloud subscriptions and establish a trusted relationship with the customer.
  • Develop and execute strategic account plans to ensure sustainable growth and achieve/exceed revenue targets.
  • Gain a comprehensive understanding of each customer’s technology landscape, strategic goals, and competitive environment.

• Demand Generation, Pipeline, and Opportunity Management:
  • Maintain pipeline management, ensuring a healthy and advancing sales funnel.
  • Leverage internal resources, including marketing, inside sales, and partner channels, to drive demand and manage opportunities.
  • Utilize SAP’s comprehensive solution portfolio, including industry-specific and line-of-business (LoB) solutions, to effectively address customer needs.

• Sales Excellence:
  • Conduct White Space analysis to identify and execute up-sell and cross-sell opportunities within existing accounts.
  • Orchestrate and deploy appropriate teams to ensure successful sales outcomes, embodying the "OneSAP" approach.
  • Stay informed about SAP’s competition and position SAP solutions effectively against them.
  • Maintain accurate customer and pipeline information within CRM systems.

• Leading a (Virtual) Account Team:
  • Lead and orchestrate remote and cross-functional teams to align with the customer’s strategic objectives.
  • Ensure that account teams and partners are well-prepared and strategically positioned for all customer interactions.
  • Maximize the value derived from SAP’s extensive sales support ecosystem.

What you bring

• Several years of experience in sales of complex business software/IT solutions.
• Comprehensive understanding of Discrete Manufacturing Industries.
• Proven success in business application software sales and leading team-selling environments.
• Demonstrated ability to handle large transactions and lengthy sales campaigns in a fast-paced, competitive market.
• Strong negotiation skills and experience in renewals, expansions, and up-sells of subscription-based solutions.
• Full working proficiency in German and Business English.

Soft skills

• Exceptional communication, both verbal and non-verbal.
• 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.
  

Meet your team

• Join a highly motivated team with a deep understanding of SAP’s solution portfolio.
• Engage in collaborative work with SAP leadership and industry teams to drive customer success.
• Align with product/solution management teams to enhance your strategic engagements.
• Leverage your expertise while working in a dynamic and challenging environment at the forefront of SAP’s customer engagements.

We win with inclusion

Specific conditions may apply for roles in Vocational Training.

Job Segment:Cloud, CRM, ERP, Inside Sales, Software Sales, Technology, Sales

Key Responsibilities and Tasks

As a Digital Sales Executive, some of your responsibilities will be:

• Actively leverage cutting edge technologies to ensure compelling customer interactions, delivering volume, value, and velocity in the assigned sales territory
• Collaborate with Digital Hub resources (Digital Solution Advisory, Digital Deal Strategy, Digital Assets, etc.) to deliver the best value to our customers, at speed, and being able to reach as many accounts as possible
• Collaborate with Partner Business Managers to create partner business plans for the territory covered, identifying growth opportunities and actively engaging in strategies to maximize revenue
• Support the creation, monitoring, and review of business development activities related to solution or industry specialization. Propose innovative approaches to generate new business and execute them, either directly or indirectly through marketing, sales development, or partner teams
• Coach partner sales representatives on engaging with prospects in complex software deals within the specialization area. Help position the value of the respective software or industry solution by providing ROI analysis, business case development, references, analyst data, etc.
• Collaborate with Sales Development Executives to drive more pipeline and successfully move prospects through the customer journey with SAP
• Successfully leverage all SAP sales channels (SAP Store, Partners, direct sales, etc.) to achieve sales targets and provide the best customer experience possible
• Support the team and the organization in the prevention and⁄or identification of challenges, and the ideation of possible solutions
• Help partners independently drive business by providing guidance based on data-driven insights: What products to position, when, and where
• Ensure alignment with Indirect Channel Management, including Partner Business Managers and Inside Partner Business Managers, based on key channel economics. Collaborate closely with similarly specialized sales roles when available
• Monitor the effective and appropriate use of SAP assets, including presales resources, by partners.
• Provide regular reports on sales progress throughout the year with guidance. Identify deviations from agreed-upon plans and actively engage in corrective measures to achieve sales goals

Experience

• Bachelor's degree in any field from an accredited university, with preference for Business Administration, Computer Science, or related field
• 4+ years of experience in enterprise software sales, sales enablement, business development, software industry operations, or related area is required
• Profound knowledge of an industry operating model and/or SAP solution
• Knowledge of Cloud technology (SaaS, DaaS, PaaS) in business to business environments
• Polished professionalism with above-average organizational, planning, and problem-solving skills
• Strong presentation skills as well as excellent written and verbal communication skills
• Proficiency with MS Office, communications software (Teams, Zoom, etc.), and presentation software (Canva, Adobe, etc.)
• Passion for working in a tech sales environment
• Hunger for learning and making a difference
• Strong work ethic: Team player, self-starter, high energy, and results oriented
• Business fluency in English required

We win with inclusion

Atlanta

What you'll do

• Account & Customer Relationship Management:
  • Setup and orchestrate the SAP Account Team for the customer
  • Respond to individual customer needs and actively manage the customer and the customer relationship
  • Collaborate with Partners and internally as ONESAP and become / be a Trusted advisor for your customer
  • Serve as the end-to-end account owner, managing sales of software licenses and cloud subscriptions
  • Develop and execute strategic account plans to ensure sustainable growth and achieve/exceed revenue targets.
  • Be sparrings partner for strategic discussions with the customer
  • Evaluation, monitoring, and professional management of customer-related risks / escalation prevention

• Demand Generation, Pipeline, and Opportunity Management:
  • Maintain pipeline management, ensuring a healthy and advancing sales funnel.
  • Leverage internal resources, including marketing, inside sales, and partner channels, to drive demand and manage opportunities.
  • Utilize SAP’s comprehensive solution portfolio, including industry-specific and line-of-business (LoB) solutions, to effectively address customer needs.

• Sales Excellence:
  • Conduct White Space analysis to identify and execute up-sell and cross-sell opportunities within existing accounts.
  • Orchestrate and deploy appropriate teams to ensure successful sales outcomes, embodying the "OneSAP" approach.
  • Stay informed about SAP’s competition and position SAP solutions effectively against them.
  • Maintain accurate customer and pipeline information within CRM systems.

• Leading a (Virtual) Account Team:
  • Lead and orchestrate remote and cross-functional teams to align with the customer’s strategic objectives.
  • Ensure that account teams and partners are well-prepared and strategically positioned for all customer interactions.
  • Maximize the value derived from SAP’s extensive sales support ecosystem.

What you bring

• Several years of experience in sales of complex business software/IT solutions.
• Proven success in business application and / or cloud software sales and leading team-selling environments.
• Demonstrated ability to handle large transactions and lengthy sales campaigns in a fast-paced, competitive market.
• Strong negotiation skills and experience in renewals, expansions, and up-sells of subscription-based solutions.
• Experience in consumer products or process manufacturing customers is an advantage
• Knowledge in SAP´s product portfolio and heritage is a plus
• Full working proficiency in German and Business English, with proficiency in additional languages considered a plus.

Soft skills

• Exceptional communication, both verbal and non-verbal.
• 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.
• Sovereignty in critical situations

Meet your team

• Join a highly motivated team with a deep CP industry knowledge and – experience, which is taking care of some of Germany´s best known and most famous and popular (CP) – Brands, i.e. in sweets, snacks, food and beverages
• In our team we share experiences and best practices, communicate, collaborate, win together – and sometimes we celebrate!
• Engage in collaborative work with SAP leadership and industry teams to drive customer success.
• Manage industry- and customer requirements discussions with customer stakeholders and involve product- and solution teams for SAP being able to early address changing / new industry trends
• Leverage your expertise while working in a dynamic and challenging environment at the forefront of SAP’s customer engagements.

We win with inclusion

Specific conditions may apply for roles in Vocational Training.

Job Segment:Cloud, ERP, CRM, Account Executive, Technology, Sales