We help the world run better At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.
Regional Accelerated Sales Executive (f/m/d) Office of the CFOPURPOSE AND OBJECTIVESThe role of the CFO continues to expand as organizations strive to address the rapid geopolitical changes impacting our global economy. According to IDC, this evolution has driven the demand for financial applications to a $40.9B market size in 2022. At SAP, we recognize the importance of the CFO in the overall transformation journey and thus require early engagement with account teams to position a Finance-led RISE / GROW transformation. In 2024, we expect a 37% growth rate for Finance, Risk, Quote to Cash & Taulia solutions. This, combined with a new Enterprise Performance Management strategy, has driven the need for an Accelerated Sales Engagement (oCFO ASE) team.
The oCFO ASE's primary responsibilities include prospecting, qualifying, selling, and closing new businesses to existing and net new customers. The Account Executive brings a Point of View to Customer engagement and uses all resources to solve customer problems with the appropriate SAP portfolio of oCFO solutions (Finance, Working Capital Management, GRC, and QTC Solutions).
What You'll DoYou 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 and develop 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 to harvest future business opportunities and accurate account information and coaching.
- Customer Acumen: 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 a comprehensive business plan to address customer and prospect priorities and pain points. Utilize Value Advisory, benchmarking, and ROI data to support the customer's decision-making process.
Demand Generation, Pipeline and Opportunity Management - Pipeline planning: Follow a disciplined approach to maintaining a rolling pipeline. Keep the pipeline current and move up the pipeline curve, working with SAP Industry AEs, 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 by successfully executing 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 (upsell 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.
What you bring: - 5+ years of experience in complex enterprise Software sales, 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.
- Communication acumen 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, competitive market.
- Exceptional contractual and negotiation skills in German and English.
- A bachelor's degree in Business, Economics, or equivalent.
Bring out your bestSAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.
We win with inclusionSAP's culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone - regardless of background - feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: Careers@sap.com. For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.
EOE AA M/F/Vet/Disability:Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Successful candidates might be required to undergo a background verification with an external vendor.
Requisition ID: 399596 | Work Area: Sales | Expected Travel: 0 - 50% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.
Requisition ID: 399596
Posted Date: Oct 17, 2024
Work Area: Sales
Career Status: Professional
Employment Type: Regular Full Time
Expected Travel: 0 - 50%
Location:
