ISBN Services Solution Advisor (SSA) Sr Specialist

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.

The primary goal of the ISBN Services Solution Advisor (SSA) is to achieve and exceed an overall bookings and revenue target for ISBN Professional Services for the allocated territory in Middle East.

This position will have responsibility for defining and positioning implementation services across the entire ISBN portfolio which consists of the following pillars: Ariba, Fieldglass, Business Network, Procurement cloud and on-Premises solutions.

The ISBN LoB SSA must have a good command of the sales process and be able to progress an opportunity through each stage in the sales cycle for a successful close.

The primary goal of this role is to ensure the customer's vision for deployment is successfully transitioned from pre-sales through implementation and go-live.

Key Areas of Responsibility and Tasks

• Be a Trusted Advisor and "Talk Business"
• Deal with Procurement Executive Level
• Develop a territory plan and account plans leveraging all assets available (e. g. lines of service, marketing, delivery) to drive pipeline and close opportunities.
• Create formal services proposals, RFP responses, Statement of Work (SOW), and services contracts.
• Update, maintain, and accurately report out regular updates to sales forecast and territory plan.
• Facilitate customer discovery and implementation scoping sessions to define requirements for input into implementation plans, estimates, resource models, and pricing models.
• Be a strong contributor to the Virtual Account Team

• Build strong internal relationships with Account Executives (AEs) and Services Account Manager (SAMs), and with services delivery, product management, and other groups.
• Coordinate with other internal resources, experts, and teams in formulating overall customer solutions and services for driving customer success.

Experience & Language Requirements

• 3-5 year track record of sales success in the enterprise software and services industry.  Ideally, a combination of both direct enterprise software sales and direct services sales.
• Very Experienced in the Procurement area and knowledge of all the different SAP solutions.
• Experience in Implementation Projects for Ariba / procurement.
• Professional presence to prepare and conduct a discovery session with customers and ability to adjust messaging by audience (Executive, Business, IT).
• Proven experience with identifying opportunities and managing them through sales process to close.
• Lead and influence internal teams to drive pipeline and support the deal closure.
• Background and experience in value selling and solution selling of enterprise applications.
• Knowledge of SAPs Partners, Competitors and the regional IT Industry
• Treating customers and colleagues with respect, fairness and consideration Ethics
• Be Self-Driven and Setting Personal Objectives
• Be a self starter, highly motivated to research a customer's situation and industry in order to prepare for meetings, continuously review and update territory and opportunity plans, and have the leadership to leverage the SAP assets available.
• Have a passion for winning
• Have Self Awareness (knowing your strengths & your weaknesses)

Language English: Fluent

​Bring out your best

SAP 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 inclusion

SAP’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: 405598  | Work Area: Customer Service and Support  | Expected Travel: 0 - 10%  | Career Status: Professional  | Employment Type: Regular Full Time   | Additional Locations: #LI-Hybrid.