SAP ISBN Solution Sales Executive 

Brazil, São Paulo, São Paulo 

786181637

Key Areas of Responsibility and Tasks

· SAP Ariba Strategic Sourcing (Negociação, Contratos e Gestão de Fornecedores)

· SAP Business Network (Rede de Colaboração de Fornecedores, Assets, Logística e Compradores)

· SAP Ariba Buying (Catalogo, Requisição de Compras)

· SAP S/4HANA Central Procurement

· SAP Supply Chain Collaboration

· SAP Fieldglass (Gestão de Terceiros e Gestão de Serviços)

· SAP Signature Management by Docusign (Assinatura Eletronica)

Main Responsibilities

· Land, adopt, expand, and deepen sales opportunities in procurement for direct, indirect, services spend and supply chain.

· Explore the full spectrum of relationships and business possibilities across the client’s entire org chart.

· Actively identifies opportunities through customer visits and partnering with key decision makers on the customer side for further growth in the territory.

· Expand relationships and orchestrate complex deals across more diverse business stake-holders.

· Drives deal closure by inserting him-/herself in relevant opportunities with or without partners assigned. Balances his direct / indirect activities in order to maximize the revenue in the territory assigned.

· Holistically embrace, access, and utilize the channel to identify and open new, unchartered opportunities.

· Work as a team for the most efficient use and deployment of resources. Provide timely and insightful input back to other corporate functions.

· Assists in coaching the Channel and Key Account Managers sales reps to interact with prospects in large or complex SW deals in his area of solution / industry expertise in order to position the value of the respective SW or

· Reporting on sales progress throughout the year; identification of deviations from plans agreed and actively engaging in measures to deliver goals agreed to.

· Tracks customer activity in internal systems in order to execute sales strategy and identify additional opportunities.

· May provide customer demos and/or product training as necessary.

· Sales strategies - Develops effective and specific account / target group / industry plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organization.

· Trusted advisor - Establishes relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise, TCO). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.

· Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap. Collaborate with and support sales management on negotiation of close strategy and contracting.

Qualifications

· Solid direct sales experience selling enterprise SaaS Business Applications for Procurement, Supply Chain and Logistics to mid-size and to large enterprises (required)

· You have previous experience utilizing partners, channels and alliances to sell more successfully and overachieve your quota.

· You have sold a similar complex solution software and have experience in any of the following SaaS application for Procurement, Supply Chain, Digital Signature, AI, Analytics and business.

· You have a measurable track record in new business development and over achieving sales targets

· Experience in selling complex enterprise software solutions and ability to adapt in fast-growing and changing environments

· Experience in successfully selling during market creation phase

· Proven track record of successfully closing six and seven figure software licensing deals with prospects and customers in the defined territory.

· Experience in the “C” suite, strong executive presence and polish, and excellent listening skills.

· Experience with target account selling, solution selling, and/or consultative sales techniques; knowledge of Procurement, Supply Chain, Logistics, Asset Management and Analytics Software.

· Bachelor's degree; MBA a plus or equivalent experience

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Job Segment:Logistics, Supply Chain, Cloud, CRM, ERP, Operations, Technology