EXPECTATIONS AND TASKS:
- Developing a territory plan and account plans leveraging all assets available (e.g. lines of service, marketing, delivery) to drive pipeline and close opportunities.
- Insure pipeline has ample coverage of territory and the breadth of SAP Services’ entire portfolio of products and services.
- Develop and maintain relationships with new and existing customers in order to assist customer achieve strategy by leveraging SAP Services.
- Understand the customer decision process and develop relationships with key decision makers, nurture champions and coaches, and progress a deal through sales cycle.
- Update, maintain, and accurately report out regular updates to sales forecast and territory plan.
- Build strong internal relationships with license sales, alliances, services delivery, product management, and other groups.
- Facilitate customer discovery and implementation scoping sessions to define requirements for input into implementation plans, estimates, resource models, and pricing models.
- Create formal services proposals, RFP responses, Statement of Work (SOW), and services contracts.
- Coordinate with other internal resources, experts, and teams in formulating overall customer solutions and services for driving customer success.
- Create and deliver customer presentations on implementation methodology, approach, best practices, risk mitigation strategies, and deployment recommendations.
- Manage the sales to services transition post sale.
EXPERIENCE, SKILLS AND EDUCATION:
- 7+ years of services sales experience
- 5+ years of successful services delivery, consulting, or implementation experience
- Professional presence to prepare and conduct a discovery session with customer
- Able to develop and maintain a territory plan to build pipeline
- Proven experience with identifying opportunities managing them through sales process to close
- Lead and influence internal teams to drive pipeline and close deals
- Able to research and understand customer business pains and tie to SAP Cloud Services portfolio and associated value propositions
- Able to apply the principles of value based selling throughout a sales cycle
- Bachelor level degree required; advanced degree preferred
This role is located in Belgium and requires fluent Dutch and/or French and English language skills.
Job Segment:ERP, Account Executive, Senior Product Manager, Cloud, Technology, Sales, Operations