Job Description
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.
What you'll do:
The Solution Sales Executive (SSE) partners with the end-to-end account owner to drive solution specific sales motions, bring in domain expertise to solve customer business challenges, and grow the customer’s SAP footprint through renewal and expansion to support long term customer success.
- Generate demand, manage pipeline, and close opportunities
- Develop opportunity plans containing compelling solution value propositions
- Conduct White Space analysis to identify growth opportunities
- Work with wider account team on sales campaigns
- Manage customer relationships at the solution area/buying center level
- Progress opportunities for move to cloud/expand footprint accounts or accounts which are new to the solution area
- Utilize deep knowledge of how companies operate, business models, strategies, and end-to-end business processes
- Stay informed about SAP’s competition and value drivers
- Leverage SAP’s comprehensive team of experts and industry knowledge to effectively address customer needs
- Build customer participation in relevant SAP communities, programs, and events
- Facilitate collaboration with the partner ecosystem
What you bring:
- Proven track record in business application software sales with overachievement of quota
- 3 – 5 years of experience in sales of business software/IT solutions
- Experience in Travel and Expense management industry preferred
- Deep understanding of the solution and solution innovations
- Broad understanding of the SAP solution portfolio and the business processes it enables to drive customer value conversations
- Established relationships with account teams, Customer Business Office (CBO) teams, and relevant geo unit leaders
- Alignment with product/solution management teams and marketing organizations a plus
- Demonstrated success with large transactions and challenging sales pursuits
- Proven contractual and negotiation skills
- Experience driving renewals, expansions, and up-sells of subscription or perpetual license-based solutions
- Knowledge of financial, competitive, regulatory environment
Meet your team:
- Excellent verbal and non-verbal communication skills
- Strategic thinker, high degree of creativity and innovation
- Excellent executive presence
- Results-driven
- Strong commercial/deal support skills, especially subscription-based
Skills you’ll use:
Professional Skills
Learning Agility
Collaboration
Complex Problem Solving
Creative Thinking
Effective Communication
Tech Industry & SAP General Skills
Agile Methodology
Process Improvement
Software as a Service (SaaS)
Cyber Security
Key Performance Indicators (KPIs)
SAP Cloud Suite Portfolio
RISE and GROW with SAP
Role Specific Skills
Net New Sales
Competitive Positioning
Customer Engagement
Demand Generation
Customer Value Proposition
Demonstration Skills
Industry Knowledge
Negotiation
Overcoming Objections
