Loading...
Share this Job

Customer Experience - (Senior) Solution Sales Executive - Hungary Job

Apply now »

Date: Oct 21, 2020

City: Budapest, BU, HU

Company: SAP

 

 

Requisition ID: 267796
Work Area: Sales
Expected Travel: 0 - 50%
Career Status: Professional
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.

Key Areas of Responsibility and Tasks
The CX Sales Executive is responsible for focusing on sales engagements for our SAP Customer Experience portfolio in mixture of hi-touch sales and partner sales. Our SAP CX portfolio consists of

  • SAP Marketing Cloud
  • SAP Commerce Cloud
  • SAP Customer Data Cloud
  • SAP Sales Cloud
  • SAP Service Cloud 

The CX Sales Executive is specialized on the SAP CX Cloud portfolio in Hungary; he/she is working in tight cooperation with the Partner Business Managers (PBMs) and Key Account Managers (KAMs) to actively promote and sell our CX solutions.

The CX Sales Executive covers opportunities in partner- / SAP-accounts in Hungary. The objective is to sell software coach the partner-sales teams on building a productive pipeline as well as maximizing the revenue via active engagements on selected opportunities.
 Main Responsibilities:

  • Solution/ Industry specialized Business Development
  • Actively identifies opportunities through customer visits and partnering with key decision makers on the customer side for further growth in the territory and becomes active, in collaboration with other GPO sales areas (PBMs, etc.).
  • Drives deal closure by inserting him-/herself in relevant opportunities of partners assigned. Balances his direct / indirect activities in order to maximize the revenue in the territory assigned
  • Aligns with PBMs on Partner Business Planning for the territory covered
  • Supports the creation, monitoring and review of Business Development activities around his/her solution- or industry- specialization area. Defines innovative approaches to generate business and executes either directly or via the team together with manager/expert. Supports implementation of core strategies and actions to ensure KPI/revenue achievement
  • Assists in coaching partner sales reps to interact with prospects in large or complex SW deals in his area of solution / industry expertise in order to position the value of the respective SW or industry solution as supported by ROI, business case development, references, and supporting analyst data. Helps to ensure a high conversion rate from pipeline to deal closure, shortening of the sales process and improvement of win rate in order to achieve real volume business. Be familiar with the competition with their assigned industry and/or geography. Understand competitive threats (e.g., how to beat the competition).
  • Supports the enablement of the partners Sales and PreSales resources to independently drive business with the following resources: 
  1.      Partner demand generation plan to build a business pipeline
  2.      partner competency plan to ensure partner resources are trained on the latest solution and sales content,
  3.      partner resource utilization plan so partners have full access to and are utilizing SAP tools and methodologies
  4.      presales coaching plan for existing and new partners
  • Monitoring the effective and appropriate use of SAP assets (i.e., Presales) by partners.
  • Reporting on sales progress throughout the year; identification of deviations from plans agreed and actively engaging in measures to deliver goals agreed to.

 Account and Customer Relationship Management and Cloud Subscription Revenue.

  • Sales strategies - Develops effective and specific account / target group / industry 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, TCO).  Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
  • Business Planning – Participate in the development and delivery of comprehensive business plan to address customer and prospects priorities and pain points.  Understand volume business benchmarking and ROI data and how they support the customer’s decision process. Work with Sales and volume business leadership to deploy tools effectively.
  • 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.

WORK EXPERENCE

  • Minimum 5 years experience in sales & indirect sales
  • Channel Sales Experience
  • Software Sales Experience that includes selling software applications or SaaS
  • Proven track record in target achievement

 EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES

  • Profound knowledge in one or in several solution areas such as e.g. Cloud CRM, Commerce, Marketing or in a certain industry
  • Understanding the dynamics of selling Cloud products / Services
  • Local market knowledge and understanding
  • Business level English
  • Native Hungarian
  • Bachelor’s degree in related fields
  • Strong Teamwork & Collaboration
  • Strong negotiation skills and ability to handle complex opportunities

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.

Additional Locations


Job Segment: Sales Management, ERP, Business Development, Software Sales, Sales, Technology