SAP Solution Sales Executive - FAB Fieldglass Ariba Business Network 

Australia, New South Wales, Sydney 

609280675

Please Note:

• The role is based in Sydney
• We will prioritise applications currently residing in Australia given restricted visa and relocation availability.

ROLE DESCRIPTION

The primary role of an SAP Intelligent Spend Management, Solution Sales Executive is to achieve the overall revenue goal. To achieve this goal, the Solution Sales Executive isresponsible and accountablefor:

1. Understanding the challenges of prospects and customers in the territory
2. Developing and executing a territory plan
3. Identifying and qualifying opportunities
4. Orchestrating the Virtual Account Team (VAT) including partners to develop a strategy and drive sales execution framework, by establishing clear solution, clear value and clear plan.

EXPECTATIONS AND TASKS

• the development and execution of programs together with the sales manager and VAT to drive pipeline & close deals
• Be responsible for building relationships with the broader SAP organization and collaborate on account planning and execution of strategic, multi-LOB opportunities
• Drive initial introduction meetings with customers to establish themselves as a trusted spend management advisor
• Lead efforts to establish and develop market share and revenue attainment within named accounts
• Develop repeatable best practices in securing expansion opportunities across named accounts

WORK EXPERIENCE

5+ years of professional experience in:

• Account management in strategic and key accounts segments across multiple industries
• Complex salesengagements that involve territory planning, account planning, and opportunity planning responsibilities
• Deal crafting and complex deal structuring for large-value opportunities
• Collaboratingwith large, diverse virtual account teams working on large-scale, multi-LOB opportunities especially in conglomerate accounts
• Stakeholder managementexperience across C-level executives, B-level managers, and end-users

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES

• Bachelor’s degree in related fields (Business / Engineering or Technology)
• Ability to identify, qualify, and prioritize opportunities and related tasks
• Knowledgeable in using value-selling processes and methodologies
• Strong financial and business acumen and ability to relate spend management solutions with financial impact and business outcomes
• Ability to tailor, articulate, and clearly communicate messages relevant to each target audience/receiver of information
• Ability to work across diverse teams, skillsets, and experience
• Ability to work under pressure and deal with complexities and ambiguities in the sales cycle
• Ability to develop trusted relationships with both external and internal stakeholders
• Problem-solving and consultative selling skills
• Thoroughnessand attention to relevant details
• Ability to manage both strategic and operational responsibilities
• Multi-tasking and time-management skills to manage parallel opportunities
• Sincerely passionateabout customer success, customer delight, and long-term customer relationships
• Outcomefocused and not role or designation focused
• Continuous learner
• Thorough, deliberate, and structured
• Strong sense of accountability
• Strong belief in maintaining integrity in selling

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