SAP Sr Solutions Consultant - SAP Concur 

United States, Pennsylvania, Newtown Township 

466112376

Position Description:

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What the role is:

In this role you will work closely with tenured Sales Executives to provide solution and business process consulting to facilitate closing sales with prospective clients. As the expert on Travel & Spend Management, you will educate prospects and existing clients on how transforming and reengineering existing processes will improve their business. You will identify cost reduction and savings opportunities for clients and demonstrate how SAP Concur’s products and services uniquely meet these objectives during the sales cycle.

Reports to the Solutions Consulting Director for Midwest Market Unit

Who You Are:

• You possess strong business acumen: the ability to interpret and utilize industry and company information to understand clients’ needs and effectively communicate how we’ll help them be a best run organizations
• You present a logical premise in an assertive and constructive manner that results in a prospect or client agreeing to make a decision or take an action.
• You use rational and emotional drivers that would appeal to customers to comfortably drive negotiation conversations in SAP Concur’s favor.
• You have an innate curiosity for technology and your clients’ businesses.
• You build and maintain trusting relationships with your sales teams and peers.
• You Listen with objectivity and check for understanding.
• You are at ease in difficult sales situations and comfortable influencing the customer to take an action that drives the sales process either thru a “gate” or persuade the customer proactively to make a decision.
• You are able to work independently, receiving no instruction on routine work and only general instruction on new assignments.
• You possess excellent written and verbal communication skills, surpassed by your superior listening skills.

Consulting

• You will tailor your approach to each client engagement by researching the prospective company and industry, understanding how our solutions drive value and achieve business outcomes with different personas and stakeholders in a client organization.
• You will use insights and consultative selling techniques to teach customers about their industry and offer unique perspectives on their business, which link back to SAP Concur‘s solutions.
• You will coach customer stakeholders and build consensus for SAP Concur’s solutions within their organization.
• You will strategize with sales team members to identify approach most likely to persuade prospect to change existing behaviors, and to solve deal-level challenges.
• You will collaborate with your sales team to increase sales velocity and volume and deal size.

Demonstrations & Presentations:

• You will prepare and deliver compelling product demonstrations and presentations for the SAP Concur Connect platform and all SAP Concur applications. You will learn and follow the current, approved presentation methodology in your presentation.
• You will maintain a configurable product demonstration environment that is flexible enough to address multiple prospective clients’ needs and gives you the agility to switch gears in the midst of a presentation. You’ll find our applications are highly configurable, and you don’t need to be a programmer to work with them.
• You will develop and maintain knowledge of competitor’s products, company direction, financial stability, etc.; Keep current with industry events, product offerings, etc.
• Conduct customer and prospect discoveries using techniques that will be taught based on the current, approved selling methodology.

Collaboration with Other Teams

• Provide advice and guidance to other Solutions Consultants as requested, including participating in the professional development of new Solutions Consultants.
• Provide input on prospect requirements/concerns to Product Marketing teams.
• Participate in territory planning and deal reviews.
• Assist at trade shows, user conferences, etc. as requested.
• Respond to RFP/RFI’s in conjunction with your sales team.

QUALIFICATIONS & EXPERIENCE

• 5-7+ years of relevant work experience
• Strong business acumen: ability to interpret and utilize industry and company information to know your clients’ needs better than they know themselves.
• Demonstrated experience in making formal presentations.
• Presales experience preferred but is not required.
• Financial applications experience is preferred but is not required.
• Knowledge of travel, expense reporting, tax laws and/or AP Automation industry is required.
• Bachelor’s degree in related field

CORE VALUES

We’re looking for people that share the same core values as we do. If these values resonate with you, there’s a place for you at SAP Concur.

• Passion for and responsibility to the customer.
• Hire, develop and reward great people.
• Leadership through innovation in everything we do.
• Passion for what you do and a drive to improve.
• Relentless commitment to win.
• Personal and corporate integrity

We win with inclusion

Philadelphia