דרושים Industry Executive Advisor - Professional Services ב-Sap ב-שוויץ

Key Responsibilities & Tasks

The Account Executive's primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers. The Account Executive brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate SAP products.

• Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue.
• Annual Revenue - Achieve / exceed quota targets.
• Sales strategies- Align SAP Cloud /SaaS solutions with the customer's strategic objectives - Develops best practice account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive complex strategy through complex and global organizations.
• Trusted advisor - Establishes strong management and customer 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. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
• 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 VE, 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.
• Pipeline partnerships - Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.
• Leverage SAP Solutions - Be proficient in and bring all SAP offers to bear on sales pursuits including Industry Solutions, LOB solutions (CRM, SCM, HCM, SRM et. al) and technology solutions (Business Analytics, Mobility, Database and Technology, et. al). Demonstrate early adoption of all new solutions and strategies.
• 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.
• Support all SAP promotions and events in the territory - take an active, sales leadership role in SAP events.
• 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. Create OneSAP.
• Utilize best practice sales models.
• Understand SAP's competition and effectively position solutions against them.
• Maintain CRM system with accurate customer and pipeline information.
• Ensure account teams and Partners are well versed in each account's strategy and well positioned for all customer touch points and events.
• Maximize the value of all sales support organizations.

Experience & Educational Requirements

• 5+ years of experience in sales of complex business software / IT solutions
• Proven track record in business application software sales.
• Experience in lead role of a team selling environment.
• 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
• Local language: Fluent, Business Level
• Education: Bachelor degree or equivalent

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

Core Responsibilities:

• Client Engagement : Build relationships with decision-makers and drive demand for SAP services.
• Sales Strategy : Develop opportunity plans, drive revenue, and manage the sales process from lead to closure.
• Project Scope : Collaborate with internal teams to properly scope projects according to client needs.
• Networking : Represent SAP at events, conferences, and other forums to support sales campaigns.

Key Responsibilities:

• Account Management : Understand customer technology needs, create account plans, and act as a trusted advisor.
• Team Orchestration : Lead SAP teams to execute sales strategies and meet customer needs.
• Commercial Accountability : Own revenue targets, manage bids, and ensure deals comply with internal governance processes.
• Service Delivery : Ensure a smooth hand-off from sales to delivery and support teams in ongoing contracts.

Commercial & Service Delivery:

• Revenue Management : Responsible for hitting services revenue targets and ensuring accurate sales forecasts.
• Deal Shaping : Craft deals aligned with customer needs and SAP’s sales process.
• Sales to Delivery Transition : Ensure the delivery team is equipped to meet contract obligations.

Collaborative Working Environment:

• Team Player : Act as a core member of the extended Sales Account Executive team.
• Self-Aware : Recognize personal strengths and areas for growth.
• Customer Respect : Treat colleagues and customers with fairness and professionalism.

Experience & Educational Requirements:

• Sales Experience : Proven success in managing medium to large enterprise transactions, with 7+ years in quota-carrying roles.
• Industry Knowledge : Expertise in enterprise software, consulting, and deep industry domain knowledge.
• Partnership : Experience working with SAP's partner ecosystem.
• International Experience : Working with multinational customers.

Educational & Language Requirements:

• Education : Master’s degree (MBA preferred).
• Languages : Fluent in English, German, French (would be advantageous)

What you'll do:

As the Solution Advisor Specialist (f/m/d) for Data & Analytics (Business Data Cloud), you will be the go-to person for any solution or product questions within the sales team. You will leverage your 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
• Collaborate with the team in creating overall themes and competitive differentiation
• Conduct vigorous dry runs on essential deals and customer engagements
• Transition engagement to implementation 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

Skills you’ll use:

• Professional Skills:
  • Business acumen
  • Customer orientation
  • Establishing trust
  • Influencing skills
  • Effective communication

• General technology & SAP skills:
  • Artificial intelligence
  • Software as a Service (SaaS)
  • Process improvement
  • Technology innovation
  • SAP Cloud Suite portfolio
  • RISE and GROW with SAP
  • SAP Corporate Strategy

• Role Specific Skills:
  • Competitive positioning
  • Customer value proposition
  • Storytelling
  • Overcoming objections
  • Executive conversations
  • Technology solution adoption
  • Client needs assessment
  • Cloud strategy
  • Demand generation

What you bring:

• Professional experience with large software/IT organizations, preferably in the SAP Data and Analytics segment
• SAP Business Technology Platform experience and/or 2+ years of relevant Data and Analytics experience, e.g. SAP Business Warehouse, SAP Datasphere, SAP Analytics Cloud
• Working knowledge of cloud, hosted services, and Software as a Service/Platform as a Service models in the business-to-business environment
• 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
• Full working proficiency in German and Business English, with proficiency in French considered a plus

As a Sales Development Executive, you will work and develop in a rich, stimulating environment where you have daily access to technical experts, subject-matter experts, and business professionals. You will find the learning environment highly stimulating, where employees acquire knowledge and skills through instructor-led classes, e-learning courses and work shadowing with the sales team with the view of progressing into an Account Executive role.

Role Description
The Supply Chain Management (SCM) SDE function plays a crucial role in the sales cycle and acts as a sparring partner for both - Marketing and Sales. As an SDE you are responsible for identifying and creating new qualified sales opportunities in target accounts in Middle and Eastern Europe. For our customers you will act as a trusted advisor and will develop relationships with prospects, acting as the initial point of contact.

You will also:

• Developing sales strategies to draw in prospects or to solicit new potential customers
• Initiating contact with potential customers through cold-calling or responding to inquiries and leads generated by Marketing
• Creating relationships with customers to identify their potential needs and qualify their interests and viability to drive sales
• Planning and execution of outbound campaigns with state of the art tools
• Marketing support for major SAP events

Role Requirements

• Strong sales hunting skills
• At least 1 years’ experience in telemarketing and/or Demand Generation/Sales Experience working in a software sales organisation
• Experience of modern digital prospecting techniques such as LinkedIn and Social Media Listening, blended with traditional demand generation activities- i.e cold calling
• Proven ability of working to targets in a sales environment
• Understanding of business challenges facing a defined industry and line of business
• Bachelor’s degree
• Fluency in German and English is required.
• Team Player

DACH Region

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

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

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

3.
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.

As an intern, you will be part of the shared services team, whose main responsibility is to support the Marketing organization with campaign/activity line creation and focuses heavily on purchasing related topics. After completion of the internship, the intern will have a significant understanding of Marketing operations, planning as well as purchasing processes. The internship is operational in nature and encompasses a wide range of SAP system, tools & reports usage. In addition, the intern will gain a deep knowledge and understating of internal processes, policies, and guidelines.

What you’ll do:

Duration: 6 months with option to renew until graduation

Contract: Practica PreProfesional

Expected start date: June or July, 2025

As an intern at SAP your key responsibilities will be:

• Efficiently process spend requests, including the creation of shopping carts (purchase orders), setup and maintenance of tracking codes (WBS Elements), and other similar requests based on business requirements.
• Collaborate with cross-functional teams in key areas such as marketing execution, procurement, compliance, data protection, vendor management, finance, and more.
• Proactively track and communicate the status of requests to ensure timely and successful completion, providing high-quality service to stakeholders.
• Adhere closely to established processes and policies to ensure the accuracy and compliance of all tasks and activities.
• Contribute to continuous improvement efforts by optimizing processes, tools, and data quality, as well as helping to develop new processes to enhance service efficiency.·
• Prepare reports using SAP systems such as CRM/ISP and Ariba
• Create business presentations

Who you are:

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.

• Must be a regular University student, preferably graduating end of 2026 or 2027. Career in Business Administration/Operations, Finance or Marketing is preferred.
• Very strong oral and written communication skills.
• Proficiency in written and spoken English is a must; proficiency in additional languages is a plus. This role is conducted 100% in English.
• Strong attention to detail, excellent organizational skills, and analytical thinking. High commitment to meeting deadlines and maintaining high work quality. Strong team player and collaborator.
• Proficiency in Microsoft Office (Excel, Word, PowerPoint); familiarity with SAP systems is a plus. Prior experience in Procurement / Purchasing processes a plus.
• Ability to work virtually and adapt quickly to diverse environments, cross-functional teams, and multicultural settings.

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:

• 5+ years of experience in sales of complex business software/IT solutions.

• 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.

• Will support Large Enterprise Accounts.

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.

We win with inclusion

HoustonJob Segment:Cloud, CRM, Account Executive, Inside Sales, Technology, Sales

Area 1 – Industry GTM Planning & Strategy:

• Develop and execute a quality and actionable Industry plan for the North American market

• Quarterly industry business plan review & Global Industry Business Unit interlock

• Enable Sales, Marketing, Inside Marketing & Sales, and other VAT team members on what it takes to differentiate by industry – both within SAP and externally with industry influencers and partners

• Develop compelling industry specific content for North America in support of the 5 areas

• Cloud mindset across the Professional Services industry

Area 2 – Drive Awareness & Generate Demand for the Industry in North America:

• Development of SAP's brand in the industry through thought leadership, content creation, appearances in industry events, articles and social & traditional media interviews, etc.

• Create and nurture industry customers and communities such as ASUG

• Get doors open. Build new connections and qualified pipeline opportunities

• Execute with Marketing on events, social and digital plans

• Provide Industry advisory for account planning

Area 3 – Mature Industry Opportunities in Pipeline:

• Accelerate pipeline opportunity conversion to qualified customer engagements (F to D Conversion)

• Develop industry specific account strategies

• Deliver industry specific customer experiences

• Conduct executive first meetings to differentiate SAP based on industry relative to the customer’s objectives

Area 4 – Support Deal Execution:

• Differentiate SAP by industry throughout the sales cycle to increase win-rates and grow deal sizes

• Help shape the engagement (C to B stage) by advising the sales teams to ensure a right industry message is delivered in deal engagement and execution deliverables like RFP Responses, Business Cases, Product Demos, industry solution architecture, etc.

• Lead customer executive conversations

• Support post sale advisory and Executive Steering Committee meetings for top accounts in plan

• Support Industry Customer Advisory Councils and Networking

• Build and nurture customer references

What You Bring

· 10+ years of relevant Professional Services industry experience preferred either as a practitioner or an operational consultant to the industry

· 3+ years of application solution / product experience (preferably SAP)

· Business Development and/or Management Consulting experience

· Knowledgeable on Professional Services

o How technology needs to support all above.

· Industry reputation / brand - network of industry relationships. Participation in relevant industry associations is a strong positive

· Proficient speaker in customer 1:1 and 1: Many event situations.

· Experience building and retaining strong customer relationships

· Experience in diverse technology landscape and process/technology integration issues

· Must exhibit an executive presence with Proven CxO engagement skills

· Excellent and energetic public speaking skills

· Growth / business ownership mentality and approach = build and grow a business

· Great storyteller using customer examples to explain 1) why do anything, 2) why now, 3) why SAP

· Product marketing acumen (segment, target, content, lead strategy, digital, social, etc.)

· Solution selling acumen – ability to differentiate in complex sale

· Building storylines and high-quality presentations in PowerPoint with a very keen eye for detail

· Can do attitude with passion for how technology can be used to enable industry strategic initiatives.

· SAP technology knowledge is a bonus (consulting / presales / solution management is a plus)

· Flexible work environment with culture of trust and teamwork

· Learning never stops

Candidate(s) will be required to work 3 days a week in office/client site as per our Pledge to Flex return to office policy

We win with inclusion

Plano
Dallas