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SAP Sr S/4HANA Public Cloud Sales Specialist - Regulated Industries 
United States, Arizona, Tempe 
322182463

25.07.2024

ABOUT YOU

The Sr. S/4HANA Public Cloud Sales Specialist will be familiar with, and comfortable working in, a highly matrixed environment, partnering effectively with Sales, Center of Excellence (COE), Customer Success (services, adoption, consumption, etc.), Value Add Team (VAT), Alliance Partners, and the Customer. The Sr. S/4HANA Public Cloud Sales Specialist core responsibilities include, but not limited to:

  • Responsibility for revenue target

  • Net New Customer growth

  • Funnel Growth (new demand/pipeline)

  • A subject matter expert responsible for advocating into the field and market

EXPECTATIONS AND TASKS:

LEAD & INSPIRE

  • Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles.

  • Strategy- Develop effective and specific strategic account plans to ensure revenue target delivery and sustainable growth

  • Set vision and strategy for the sales team; develop specific MU sales plans to ensure growth in all measurable revenue streams

  • Conduct account and opportunity reviews with leadership

  • Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value

  • Annual Revenue - Exceed quarterly and annual individual revenue targets

  • Thought leadership Create, drive, and accelerate enablement of wider SAP sales team in collaboration with Sales & Learning, MU resources etc.

  • Work collaboratively with extended sales teams – Industry, LOB, Marketing, Development, S/4HANA Center of Excellence, etc.

CULTIVATE & GROW

  • Ensure account teams and Alliance Partners are well versed in each account’s strategy and well positioned for all customer touch points and events

  • Builds a network of executive relationships with internal stakeholders that can be leveraged

  • Builds a foundation on which to harvest future business opportunities and accurate account information and coaching

  • Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points

  • Demand Generation, Pipeline and Opportunity Management

  • Follow a disciplined approach to maintaining a rolling pipeline (R4Q). Maintain 4x funnel coverage to accelerate deal progression, and maintain out quarter objectives

  • Leverage support organizations including Marketing, inside sales, Alliance Partners to drive net new opportunities

  • Orchestrate resources: deploy appropriate teams to execute winning sales

  • Maintain CRM system with accurate customer and pipeline information

ANALYZE & INNOVATE

  • Customer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape

  • Leverage SAP Solutions to innovate throughout the customer journey

  • Maintain whitespace analysis and execution of initiatives on customer base

  • Define ideal customer profiles and account lists – across all segments

  • Maintain a close understanding and appreciation of competitive solutions and support the team in competitive situations

  • Tight collaboration with internal stakeholders to drive adoption & consumption, ultimately having every customer referenceable

  • Utilize Value Engineering, benchmarking and ROI data to support the customer’s decision process

  • 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

  • Understand SAP’s competition and effectively position solutions against them

YOUR PROFILE

  • Prior experience with software/IT organizations and with a demonstrated proficiency in Enterprise and/or LOB software solutions through Solution Management, Sales, Presales, Consulting, or Business Development roles

  • SAP product experience and/or extensive software sales experience in Cloud offerings

  • Working knowledge of cloud, Hosted Services, SaaS/ PaaS models, and cloud-based commerce/ business networks

  • Leverage a professional network resulting in market, pipeline, and revenue growth for SAP.

  • Can leverage industry-expertise throughout sales cycle, connecting with customer with shared industry language.

  • Fluency in English or any other language is an asset. Fluency in the language of local markets is desirable.

  • Education bachelor's degree (or equivalent) required, MBA or equivalent degree required from an accredited university preferred.