Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue.Sales strategies - Develops effective and specific account 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). 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. 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.Territory and Account Leadership - Participate in the development of designated territory, including accounts, account relationships; prospect profiling, and sales cycles. Encourage all accounts to become SAP references.Business Planning - Participate in the development and delivery of comprehensive business plan to address customer and prospects priorities and pain points. Understand VE, benchmarking and ROI data and how they support the customer's decision process. Work with Sales and VE leadership to deploy tools effectively.Demand Generation, Pipeline and Opportunity ManagementPipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.Pipeline partnerships - Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.Leverage SAP Solutions - Be proficient in and bring all SAP offers to bear on sales pursuits including Industry Solutions, LOB solutions (CRM, SCM, HCM, SRM et. al) and technology solutions (Business Analytics, Mobility, Database and Technology, et. al).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.Support all SAP promotions and events in the territory.Understand best practice sales models. Work actively with more Senior Sales employees to develop sophistication in sales and negotiation skills.Sell value.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. Create OneSAP.Understand SAP's competition and effectively position solutions against them.Maintain CRM system with accurate customer and pipeline information.Work effectively with a (Virtual) Account TeamDemonstrate coordination skills in the orchestration of remote teams. Develop leadership skills.Ensure account teams and Partners are well versed in each account's strategy and well positioned for all customer touch points and events.Maximize the value of all sales support organizations.SAP'S DIVERSITY COMMITMENTTo harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you 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: ****** AA M/F/Vet/DisabilityQualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, gender, sexual orientation, gender identity, protected veteran status or disability.Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP's commitment to pay equity. SAP provides the hourly base salary rate range applicable for the posted role. The targeted range for this position is T3 USD. The actual amount to be offered to the successful candidates will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. SAP offers limited benefits for employees hired into hourly or like roles subject to applicable plan/policy terms.
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