Solution Sales Expert - Successfactors Job

Requisition ID: 212436
Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Management
Employment Type: Regular Full Time

COMPANY DESCRIPTION
SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.

The primary purpose of the Solutions Sales Expert is to achieve their overall Sales & Revenue goals.  In order to achieve these goals, the Solutions Sales Expert must create a complete territory business plan that generates at least 3x their quota in pipeline opportunity. The Solutions Sales Expert is responsible to identify and qualify opportunities, develop and drive strategy. The Solutions Sales Expert will develop an opportunity plan containing the value proposition for all of SAP's targeted line of business  solutions i.e. Successfactors and services to potential customers & prospects in that territory. It is expected that the Solutions Sales Expert be adept at creating and nurturing executive relationships on their own while positioning the SAP executive team.

A successful SAP SuccessFactors Solution Sales Expert creates strategic relationships with prospective customers and drives revenue attainment by creating meaningful business value for our customers. Having great relationship-building skills is critical, as is a strong sales acumen to identify, qualify and create opportunity strategies. The incumbent will be responsisble for driving existing and new relationships with Strategic Accounts across India.

EXPECTATIONS AND TASKS:

• Lead with a consultative mindset to identify transformative opportunities in the HR practice of large organizations, engage the mid and senior management executive to drive SuccessFactors bookings with an eventual aim of achieving and exceeding quota targets.
• Work within the SAP SuccessFactors business to create robust account and opportunity plans working closely with Industry AEs, solutions consultants, Value advisors, SAP management and other stakeholders.
• 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.
• In depth understanding of selling Cloud solutions, their pricing and creative commercial structuring of deals.
• Create a territory plan using the SAP Franchise4Success sales methodology to identify and qualify opportunities to drive pipeline generation.
• 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.
• Develop and nurture executive relationships with prospects and customers to deliver value into their organizations, establishing SuccessFactors as an ongoing business partner.

• Work with the regional extended account teams to educate target accounts on the solution set and conduct account planning for strategic deals.

WORK EXPERIENCE:

• Experience in HR domain, HCM products. Knowledge of SAP SuccessFactors required.
• 10-15 years of quota carrying enterprise software applications sales experience working with large enterprises and engaging top and mid management executives
• Experience selling to CHROs, HR Directors and CFOs preferred
• Demonstrated track record of managing large, complex sales cycles Sales engagements, managing internal and external stakeholders, negotiation and contract closure to achieve or exceed quota.
• Experience in both hunting for new business and managing existing accounts.

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:

• Bachelor’s degree with minimum of 10-15 years of similar working experience of selling HCM solutions 
• Post graduation or MBA would be an added advantage.
• Knowledge of HR functions and trends is preferred.
• Strong presentation and communication skills, with the ability to listen and engage with customers at the CXO level.
• Teamwork & Collaboration: Ability and willingness to maximize available resources.
• Proven ability to develop and maintain excellent customer relationships.

SAP'S DIVERSITY COMMITMENT 
To 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 (Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com).

Successful candidates might be required to undergo a background verification with an external vendor.

WHAT YOU GET FROM US

Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now.

SAP'S DIVERSITY COMMITMENT
To 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 (Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com).

Successful candidates might be required to undergo a background verification with an external vendor.

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