Responsibilities: - Responsible for supporting sales of the high-volume expansion business for the Enterprise Distribution team by quarterbacking one-time setups/non-ARR opportunities which would include:
- Opening the Opportunity (When Necessary)
- Client Communication
- Scoping
- Negotiation
- SOF Generation
- Closing the Opportunity and Transitioning to Implementation
- Responsible for helping existing customers continue transforming their organizations by collaboratively identifying SAP Concur solutions to further optimize their SAP Concur experience for end users.
- Understanding customer’s needs, challenges and expected outcomes to provide strategic solution advice and consultation to support.
- Ability to sell and close implementation conversations with customers.
- Leverage solutions experience to interact with customers through virtual meetings, discovery, and follow-up discussions to execute against the customer’s strategic objectives.
- Compose and deliver explanations articulating the customer objective, proposed solution and outcome while leaving a strong and positive impression to audiences.
- Gain acceptance from the customer that SAP Concur solutions and implementation plans can solve the customer’s challenge.
- Consistently negotiates and closes business.
- Ability to own Sales Cycles from start to finish for select, Non-ARR Expansion opportunities.
- Responsible for the identification of incremental revenue opportunities and in elevating SAP’s position in the market.
- In partnership with the Service Delivery teams, provide strategic sales cycle support contributing to positive customer delivery outcomes.
- Partner with other Deployment Consultants to provide versatile support for targeted cross-functional teams.
- Ability to adapt to changes in roles and responsibilities
- Be aware of, and comply with, all corporate policies.
Job Specific Specialized Knowledge & Skills - Minimum 2 years of professional experience in Service Delivery and/or Customer Support, Consulting, Account Management or Sales/Sales Support.
- Diverse industry experience and/or ability to research and learn from other SAP experts
- Exemplary research and authoring skills with a strong emphasis on synthesis and simply representing complex scenarios.
- Proven consultative engagement approach: identify the need for an engagement, then shape, sell and run the sales cycle.
- Experience in diverse technology landscape and process/technology integration issues, SAP Concur technologies preferred.
- Establishes and maintains processes that generate strong customer satisfaction.
- Excellent presentation and communication skills.
- Able to adapt and thrive in a fast-paced, changing environment.
- Customer facing and facilitation experience strongly desired.
- Results-driven.
- Experience leveraging Excel, PowerPoint, Word, Teams, SalesForce, HMC and Big Machines experience is a plus.
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EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES: - Bachelor’s degree (or equivalent) required
- Master equivalent: optional
- Fluency in English, any other language an asset
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