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SAP Regional Accelerated Sales Executive f/m/d Office CFO 
Switzerland, Zurich 
729812134

19.09.2024

What You'll Do

You will be responsible for the SAP portfolio of oCFO solutions Software License Revenue for the region you support:

  • Annual Revenue: Achieve/exceed quota targets.
  • Sales strategies: Align SAP solutions with the customer’s strategic objectives and develop best practice account plans to ensure revenue target delivery and sustainable growth.
  • Trusted advisor: Establishes strong management and CFO relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation to harvest future business opportunities and accurate account information and coaching.
  • Customer Acumen: Understand each customer’s technology footprint, strategic growth plans, technology strategy, and competitive landscape.
  • Territory and Account Leadership: Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references.
  • Business Planning: Develop and deliver a comprehensive business plan to address customer and prospect priorities and pain points. Utilize Value Advisory, benchmarking, and ROI data to support the customer’s decision-making process.
  • : Follow a disciplined approach to maintaining a rolling pipeline. Keep the pipeline current and move up the pipeline curve, working with SAP Industry AEs, partners, and other available channels.
  • Pipeline partnerships: Leverage support organizations, including Marketing, Inside sales, Partners, and channels to funnel pipeline into the assigned territory.
  • Advance and close sales opportunities by successfully executing the sales strategy and roadmap. Negotiate early and against a win-win strategy for SAP and its customers.
  • Build and share best practice sales and negotiation skills.
  • Maintain White Space analysis and execution of initiatives (upsell and cross-sell) on customer base.
  • Orchestrate resources: Deploy appropriate teams to execute winning sales cycles utilizing best practice models.
  • Understand SAP’s competition and effectively position solutions against them.
  • Maintain CRM system with accurate customer and pipeline information.


What you bring:

  • 5+ years of experience in complex enterprise Software sales, ideally with Finance, Treasury, GRC, and Order-to-cash SaaS solutions.
  • Experience selling and aligning sales strategy with business model innovations and digital transformations against customer challenges.
  • Track record of consistent over-achievement of quotas, revenue goals, and the ability to effectively identify and sell to C-level executives.
  • Communication acumen at the CFO, CTO, CIO, Product Management, Sales, and other CxO levels.
  • Understanding of Financial and order-to-cash processes and business value,
  • Multi-industry sales experience


EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES

  • Proven track record in business application software sales.
  • Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative, competitive market.
  • Exceptional contractual and negotiation skills in German and English.
  • A bachelor's degree in Business, Economics, or equivalent.