SAP Accelerated Sales Eng Senior Specialist 

Spain, Catalonia 

431469509

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 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

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
• 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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