Developing a territory plan and account plans leveraging all assets available (e.g. lines of service, marketing, delivery) to drive pipeline and close opportunities.
Insure pipeline has ample coverage of territory and the breadth of SAP Services’ entire portfolio of products and services.
Develop and maintain relationships with new and existing customers in order to assist customer achieve strategy by leveraging SAP Services.
Understand the customer decision process and develop relationships with key decision makers, nurture champions and coaches, and progress a deal through sales cycle.
Update, maintain, and accurately report out regular updates to sales forecast and territory plan.
Build strong internal relationships with license sales, alliances, services delivery, product management, and other groups.
Facilitate customer discovery and implementation scoping sessions to define requirements for input into implementation plans, estimates, resource models, and pricing models.
Create formal services proposals, RFP responses, Statement of Work (SOW), and services contracts.
Coordinate with other internal resources, experts, and teams in formulating overall customer solutions and services for driving customer success.
Create and deliver customer presentations on implementation methodology, approach, best practices, risk mitigation strategies, and deployment recommendations.
Manage the sales to services transition post sale.
EXPERIENCE, SKILLS AND EDUCATION:
7+ years of services sales experience
5+ years of successful services delivery, consulting, or implementation experience
Professional presence to prepare and conduct a discovery session with customer
Able to develop and maintain a territory plan to build pipeline
Proven experience with identifying opportunities managing them through sales process to close
Lead and influence internal teams to drive pipeline and close deals
Able to research and understand customer business pains and tie to SAP Cloud Services portfolio and associated value propositions
Able to apply the principles of value based selling throughout a sales cycle