Your success in the role will be driven by:
Business & Financial Acumen
- Understanding the customer’s entire end-to-end business model and be able to use that knowledge to develop unique SAP enterprise-wide solutions
- Tying economic, industry, sub-industry and business drivers to implications for the customer's business. Identifying non-obvious financial levers.
- Monetizing the value that SAP offers the customer
- Leading C-level conversations about financial directional, potential P&L benefit of deploying SAP software to support progress on their strategic business imperatives
- Linking the value of products and services with the deal price to overcome pricing objections
Influencing the Customer
- Preparing a complete plan outlining all the steps the customer will need to complete to reach an informed decision point
- Creating and delivering an insight that leads to differentiation
- Positioning the disruption that’s happening in the customer’s sub-industry to create a sense of urgency to drive transformation
- Positioning the advantages and challenges of various digital framework implementation engagement models.
Managing the Account as a Business
- Aligning the customer's strategic goals to SAP's competitive differentiators and map to SAP solutions
- Orchestrating, Influencing and leading VAT team functions and geographies to identify innovative and provocative points of view (POV) that help differentiate SAP as the digital platform of choice
- Aligning SAP and customer stakeholders and executives to the 4 Panel cadence model intended to align, prioritize and staff bidirectionally key initiatives
Demand Management & Pipeline Health
- Using SCP Analytics Tools to manage pipeline
- Understanding key indicators of pipeline health (Coverage, Pace, Balance and Quality) and ability to recognize issues that must be addressed
- Creating a solid demand generation plan, leveraging multiple sources (i.e.: sales plays, marketing events, demand generation assets) and sales support teams
Educations & Skills requirement:
- Bachelor equivalent or Masters (preferred) with proved track record through 5+ years’ experience in sales of complex business software / IT solutions through consultative selling methodology
- KSA Public sector experience essential
- Demonstration of success with complex, long-cycle sales campaigns in a fast-paced, consultative and competitive market with strong negotiation skills
- Proven abilities on managing highly complex organizations and applying risk-mitigation strategies to customer
- Saudi National preferred
Job Segment:ERP, Event Marketing, Account Executive, Sales Management, Technology, Sales, Marketing