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ABOUT YOU
The Sr. S/4HANA Public Cloud Sales Specialist will be familiar with, and comfortable working in, a highly matrixed environment, partnering effectively with Sales, Center of Excellence (COE), Customer Success (services, adoption, consumption, etc.), Value Add Team (VAT), Alliance Partners, and the Customer. The Sr. S/4HANA Public Cloud Sales Specialist core responsibilities include, but not limited to:
Responsibility for revenue target
Net New Customer growth
Funnel Growth (new demand/pipeline)
A subject matter expert responsible for advocating into the field and market
EXPECTATIONS AND TASKS:
LEAD & INSPIRE
Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles.
Strategy- Develop effective and specific strategic account plans to ensure revenue target delivery and sustainable growth
Set vision and strategy for the sales team; develop specific MU sales plans to ensure growth in all measurable revenue streams
Conduct account and opportunity reviews with leadership
Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value
Annual Revenue - Exceed quarterly and annual individual revenue targets
Thought leadership Create, drive, and accelerate enablement of wider SAP sales team in collaboration with Sales & Learning, MU resources etc.
Work collaboratively with extended sales teams – Industry, LOB, Marketing, Development, S/4HANA Center of Excellence, etc.
CULTIVATE & GROW
Ensure account teams and Alliance Partners are well versed in each account’s strategy and well positioned for all customer touch points and events
Builds a network of executive relationships with internal stakeholders that can be leveraged
Builds a foundation on which to harvest future business opportunities and accurate account information and coaching
Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points
Demand Generation, Pipeline and Opportunity Management
Follow a disciplined approach to maintaining a rolling pipeline (R4Q). Maintain 4x funnel coverage to accelerate deal progression, and maintain out quarter objectives
Leverage support organizations including Marketing, inside sales, Alliance Partners to drive net new opportunities
Orchestrate resources: deploy appropriate teams to execute winning sales
Maintain CRM system with accurate customer and pipeline information
ANALYZE & INNOVATE
Customer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape
Leverage SAP Solutions to innovate throughout the customer journey
Maintain whitespace analysis and execution of initiatives on customer base
Define ideal customer profiles and account lists – across all segments
Maintain a close understanding and appreciation of competitive solutions and support the team in competitive situations
Tight collaboration with internal stakeholders to drive adoption & consumption, ultimately having every customer referenceable
Utilize Value Engineering, benchmarking and ROI data to support the customer’s decision process
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
Understand SAP’s competition and effectively position solutions against them
YOUR PROFILE
Prior experience with software/IT organizations and with a demonstrated proficiency in Enterprise and/or LOB software solutions through Solution Management, Sales, Presales, Consulting, or Business Development roles
SAP product experience and/or extensive software sales experience in Cloud offerings
Working knowledge of cloud, Hosted Services, SaaS/ PaaS models, and cloud-based commerce/ business networks
Leverage a professional network resulting in market, pipeline, and revenue growth for SAP.
Can leverage industry-expertise throughout sales cycle, connecting with customer with shared industry language.
Fluency in English or any other language is an asset. Fluency in the language of local markets is desirable.
Education bachelor's degree (or equivalent) required, MBA or equivalent degree required from an accredited university preferred.
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