SAP SAP Business Transformation Management Solution 

Japan, Ota 

314616727

andexercises to get the best from our Cloud Solution portfolio (Cloud ERP (RISE & GROW), Cloud LoBs) and maintain sustainable value realization.

EXPECTATIONS AND TASKS

Subscription Revenue:

• Annual Revenue – Achieve/exceed quota targets.
• Sales strategies - Develop effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships with new and existing customers and leverage them to drive strategy through the organization.
• Trusted advisor - Establishes strong 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 on which to harvest future business opportunities and accurate account information and coaching.
• Customer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy, and competitive landscape. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
• 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 comprehensive business plan to address customer and prospects priorities and pain points. Utilize VE, benchmarking and ROI data to support the customer’s decision process.

Demand Generation, Pipeline and Opportunity Management

• Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
• Pipeline partnerships – Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.
• Leverage SAP Solutions – Be proficient in and bring all SAP offers to bear on sales pursuits including Industry Solutions, LOB solutions (CRM, SCM, HCM, SRM et. al) and technology solutions (Business Analytics, Mobility, Database and Technology, et. al)
• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
• Support all SAP promotions and events in the territory

Sales Excellence

• Strong approach to Value Selling (Business Transformation).
• Maintain White Space analysis and execution of initiatives (upsell and cross-sell) on customer base.
• Big-Business-Value-Deal mindset.
• Orchestrate resources: deploy appropriate teams to execute winning sales.
• Utilize best practice sales models.
• Understand SAP’s competition and effectively position solutions against them.
• Maintain CRM system with accurate customer and pipeline information.

• Demonstrates leadership skills in the orchestration of remote teams.
• Ensure account teams and Partners are well-versed in each account’s strategy and well-positioned for all customer touchpoints and events. Maximize the value of all sales support organizations.

WORK EXPERIENCE

• 10+ years of experience in sales of complex business software / IT solutions
• Strong understanding of business processes, enterprise applications, digital adoption, and industry business transformation
• Proven track record in business application software sales: big deals, value deals, customer long-term engagement strategy
• Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative, and competitive market.
• Business level English: Fluent
• Local language: Fluent, Business Level

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

• Bachelor equivalent
• Master’s in business administration desired
• Certification in Business Process Management and/or Enterprise Architecture desired

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