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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 - Develops 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 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.
• 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 Value Advisory, benchmarking and ROI data to support the customer’s decision process.• Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve working with SAP Industry AE’s, 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 - through the successful execution of 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 (up sell 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.• 5+ years of experience in sales of complex enterprise Software 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.
• Business acumen to communicate 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, and competitive market.
• Exceptional contractual and negotiation skills.
• Business level English: Fluent
• Bachelor equivalent: yes
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