דרושים Solution Advisor - Btp ב-Sap ב-ספרד

What you'll do:

The Senior 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
• minimum 7 years of experience in sales of business software/IT solutions
• Deep understanding of Finance & Spend management solutions 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 (English and Dutch) 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

This role is based in the Netherlands because of customer proximity requirements and we can only consider candidates which will not require a relocation.

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

AI Usage in the Recruitment Process

For information on the responsible use of AI in our recruitment process, please refer to our

Please note that any violation of these guidelines may result in disqualification from the hiring process.

Job Segment:Sales Management, ERP, Compliance, Financial Sales, Software Sales, Sales, Technology, Legal

Revenue Generation: Identify and qualify opportunities while developing and executing strategies to drive sales success.Sales Cycle Management: Uncover and manage sales cycle opportunities to maximize engagement with prospects.
Market Expansion: Lead initiatives to establish, develop, and expand market share and drive revenue within assigned accounts.
Sales Best Practices: Develop and implement sales best practices to ensure repeatable success across named accounts.

Experience: Minimum of 5+ years of sales experience in business software and/or IT solutions, with at least 2 years specializing in Sales Performance Management or Commissions SaaS solutions, AI solutions, and application development (low-code/no-code technologies and middleware).
Executive Engagement: Proven experience selling to CXOs with a strong track record of managing large accounts and facilitating technology discussions.

Relevant sales certifications such as Challenger Training, SPIN Selling, Sandler Training, and technology-specific certifications are beneficial.

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

Manhattan
New York City

Revenue Generation: Identify and qualify opportunities while developing and executing strategies to drive sales success.Sales Cycle Management: Uncover and manage sales cycle opportunities to maximize engagement with prospects.
Market Expansion: Lead initiatives to establish, develop, and expand market share and drive revenue within assigned accounts.
Sales Best Practices: Develop and implement sales best practices to ensure repeatable success across named accounts.

Experience: Minimum of 5+ years of sales experience in business software and/or IT solutions, with at least 2 years specializing in Sales Performance Management or Commissions SaaS solutions, AI solutions, and application development (low-code/no-code technologies and middleware).
Executive Engagement: Proven experience selling to CXOs with a strong track record of managing large accounts and facilitating technology discussions.

Relevant sales certifications such as Challenger Training, SPIN Selling, Sandler Training, and technology-specific certifications are beneficial.

We win with inclusion

San Jose
Palo AltoJob Segment:Performance Management, Sales Management, Compliance, ERP, Application Developer, Human Resources, Sales, Legal, Technology

Job Profile

Solution Advisor is a customer-facing role mapping product capabilities to requirements of prospects to support the selling of solutions and services. Serve as domain experts and spokesperson(s) for designated solution or product segment. Primarily responsible for pipeline growth, deal support, market development, development of content for solution- based training as well as references for additional market penetration.

(these are some of the responsibilities you will have)

Area 1: Business Contribution

• They will work closely with sales teams to understand customer requirements and provide appropriate solutions that align with company offerings.
• Develop and maintain a deep understanding of the company's product and service offerings to ensure accurate and compelling presentations to prospects.
• Collaborate with other departments to streamline processes and ensure customer needs are met in a timely and efficient manner.
• Monitor and report on presales activities, ensuring that the team's efforts align with the broader business goals.

Area 2: Lead the Digital Solution Advisor team

• They will provide clear guidance and mentorship to the Digital Solution Advisory team, setting clear objective s and performance expectations.
• Ensure that team members have the appropriate training and development opportunities to enhance their skills and performance.
• Coordinate with sales, marketing, and technical teams to align strategies and objectives.
• Manage the recruitment and selection of new team members, fostering a culture of excellence and continuous improvement

Area 3: Inspire and Drive Constant Innovation:

• They will stay updated with the latest industry trends, technologies, and best practices to ensure the Digital Solution Advisory team is always ahead of the curve.
• Encourage and facilitate brainstorming sessions within the team to come up with innovative solutions for clients.
• Act as a conduit between the DSA team and product development, channelling feedback to ensure the continuous evolution of the company's offerings.
• Foster a culture of innovation, encouraging team members to think outside the box and challenge the status quo.

Experience and Language Requirements

Education:

• Bachelor’s degree (or equivalent) required; MBA or equivalent advanced degree from an accredited university preferred.

Experience:

• Minimum of 8–10 years in presales or a similar customer-facing role within the technology industry, including at least 2 years in a leadership or managerial capacity.
• Proven track record of success in driving presales initiatives and supporting complex sales cycles.
• Strong familiarity with our product portfolio and the broader industry landscape.

Skills and Expertise:

• Demonstrated ability to design and deliver compelling product demonstrations, address technical objections, and collaborate effectively with sales and technical teams.
• Experience leading teams through complex sales engagements, fostering innovation in presales methodologies, and driving continuous improvement initiatives.
• Prior experience conducting workshops, webinars, and training sessions is highly advantageous.

Languages:

• Full professional proficiency in English and French is required.

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

AI Usage in the Recruitment Process

For information on the responsible use of AI in our recruitment process, please refer to our

Please note that any violation of these guidelines may result in disqualification from the hiring process.

Key Responsibilities and Tasks

Area 1: Deal Support

· Architect and deliver tailored presentations for SAP solutions, particularly for high-level audiences, including executives.

· Develop actionable customer roadmaps to transition their IT landscapes to cloud environments, articulating clear value and strategic advantages.

· Assist in the preparation of RFx responses with timely, domain-centric insights, while using SAP tools and modalities for impactful engagement.

· Help curate and maintain a digital asset library to ensure efficient customer engagement and secure post-sales transitions.

Area 2: Demand Generation

· Lead strategic webinars and collaborate with demand generation teams to amplify outreach and engagement efforts.

· Actively contribute to curate, maintain and create digital content aligned with SAP offerings and market trends for effective customer engagement.

Area 4: Sales Enablement:

· Conduct training sessions to elevate the sales team's expertise in translating product functionalities into tangible client benefits.

· Bachelor’s degree required; MBA preferred

Experience and Language Requirements

· Over 5 years of experience in digital presales, technology consulting, or customer-facing roles.

· Proven expertise in S/4HANA Cloud Supply Chain and leveraging digital tools for rapid sales engagement.

· Strong ability to navigate complex solution presentations, articulating value and fostering collaboration in digitally driven engagements.

· Native Turkish speaker; fluent in English. Italian and/or Portuguese is a plus

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

Job Segment:SAP, MBA, Developer, Cloud, Technology, Management, Operations

Compensation Range Transparency:The annual base salary range for this position is140,462 - $231,000.$194,100 - $330,000

AI Usage in the Recruitment Process

For information on the responsible use of AI in our recruitment process, please refer to our

Please note that any violation of these guidelines may result in disqualification from the hiring process.​ ​

Philadelphia

The Role:

This is a customer facing role where you will support the sales teams during the entire cycle of a Cloud deal. Following are the key tasks that this role will perform:

• Present in detail technical and operational aspects of the RISE with SAP S/4HANA Cloud, private edition offering, including respective managed service offerings (usually to CIO’s, IT managers, data center managers and SAP Technology staff)
• Present the technical requirements and value proposition for SAP private cloud on SAP Data Centres, Premium Suppliers and hyperscalers like Amazon Web Services (AWS), Microsoft Azure, and Google Cloud Platform (GCP).
• Conduct technical assessment workshops with customers to define the future cloud architecture and plan the migration roadmap together with partners, System Integrators, and or SAP Professional Services.
• Guide customers on non-functional capabilities such Business Continuity, Cybersecurity & Compliance, Networking, Technical Operations, and service consumption.
• Work on Pricing using tools such as Quote Tool, Configurator etc.
• Work with other teams within the Customer Success board area to generate pricing and provide ongoing deal support to sales teams.
• Own the technical discussions with the customer and act as the orchestrator of experts to obtain expertise from the SAP Enterprise Cloud Services delivery organization as required.

Role Requirements:

• Bachelor’s / Master’s degree in Engineering or Computer Science, Business Administration required from an accredited university.
• High proficiency in customer communications and presentations is required
• High proficiency in the SAP product portfolio, offerings and industry solutions.
• Good understanding of SAP solutions (releases, platform interdependencies etc.)
• Good understanding of operational aspects (Application and Technical) of SAP solutions in a cloud environment.
• Good understanding of the entire platform stacks (storage, virtualization, hardware, networks etc.)
• Good understanding of technical capabilities of at least one Hyperscale provider (AWS, MS Azure or GCP)
• Ability and willingness to be part of a global team of Cloud Architects
• Willingness to undertake customer related travel on short notice
• Fluency in English is a MUST and any other language is an asset.

WORK EXPERIENCE

• 5+ years of customer facing SAP Consulting experience.
• 5+ years of solution design, enterprise architecture and/or SAP implementation.
• Experience in a customer facing pre-sales role is an advantage.
• Experience with SAP BTP, IaaS Providers (AWS, MS Azure or GCP), SAP Premium Suppliers and/or data centers is a big advantage.
• Cybersecurity & Compliance expertise is an advantage
• SAP Application Lifecycle Management and or SAP Operations experience is an advantage
• ITSM, Service Design & Delivery experience is an advantage
• SAP HANA and S/4 HANA skills are an advantage

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Job Segment:Cloud, Pre-Sales, ERP, Developer, Computer Science, Technology, Sales