Senior Solution Sales Executive - BTP - Hong Kong

 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.

T3 (Senior)​

Capability

• contributes independently, resolves complex issues in own specialist area (e.g. cross-functional or cross-country projects)
• works independently on topics while setting priorities having sole responsibility
• provides regular project status and updates
• Design and set strategy for large and complex customers 
• Enlarge the customer lifetime value

Accountability

• responsible for the whole life cycle of cloud customer including selling, onboarding, adoption, and consumption. 
• internally recognized senior on Business Technology Platform with related business scenarios
• works on large, complex activities, using demonstrated creativity and expertise and applying specialist professional knowledge to deliver high quality results / technical solutions
• collaborates in devising long-term concepts

Experience

• 5 years+ working experience in technology platform area
• 5 years+ software selling experience
• advanced technical background will be preferred
• individuals with a customer focus have developed the acumen to cultivate and develop lasting customer relations

Communication

• builds and maintains partnerships with internal and external customers and partners
• contributes actively to build common ground for cooperation
• communicates clear and conveying processes & policies in a way that others can understand
• communicates relevant messages in a timely manner and with constructive feedback to cross functional colleagues & managers

Education and Language

• Bachelor's degree in related fields (Engineering or Technology)     
• Fluent Mandarin and English for TW
• Fluent Cantonese and English requirement for HK.

Key Responsibilities & Tasks

This job role is responsible for the selling(mainly), adoption, consumption and extension of SAP technology platform and some Financial solutions. The primary purpose of this job is to achieve its overall revenue goal. 

In order to achieve this goal, this job role need to create a complete territory business plan that generates at least 3x their quota in pipeline opportunity. This job role is responsible to identify and qualify opportunities, develop and drive strategy.

In that capacity:

12. Works with the Sales Manager and team to develop and execute programs to drive pipeline & close deals
13. Works with the Regional VAT(Value added Team) to educate target accounts on the solution set and conducts account planning for strategic deals 
14. Works to uncover and run sales cycles based opportunities as directed by the Regional Sales Lead 
15. Works with VAT team on sales campaigns
16. Leads efforts to establish, develop, and expand market share and revenue attainment within named accounts
17. Works to attain various sales objectives related to securing new business opportunities within named customers
18. Develops sales best practices securing repeatable and expansive opportunities across named accounts

能力

12. 熟悉信息技术云服务平台（PaaS），包括开发平台，运行平台，集成平台，数据（处理）平台，分析平台等，以及一些财务应用，包括预算，合并，管理报表，成本管理，盈利分析等。独立处理各项事务，自行确定优先级并全权负责。能够定期汇报项目状态及进展情况。

12. 具有很强的To B 销售能力，包括为大型复杂客户设计并制定策略，维护客户关系，发现商机，销售和推动云服务消费等。最终达到客户终身价值的不断提升。
13. 内部团队协作能力，跟其他团队有分工，有合作，积极分享自己擅长的部分，不擅长的部分努力寻求帮助。
14. 外部生态合作伙伴的合作能力。充分了解各自的诉求，本着开放，协作，共赢的态度和生态合作伙伴维持长期的供应关系。

职责

12. 负责云客户的整个生命周期，包括销售、启用、应用及消费环节。
13. 在内部被视为精通业务技术平台且熟悉相关业务场景的资深人员。
14. 参与大型、复杂的活动，运用展现出的创造力与专业技能，运用专业知识来交付高质量成果/技术解决方案。
15. 合作制定长期规划并推动计划的执行。

经验

12. 在技术平台领域有5年以上工作经验。
13. 有5年以上软件销售经验。
14. 具备很强的技术背景者SAP将优先考虑。
15. 以客户为中心的人员已培养出建立和发展持久客户关系的敏锐洞察力。

沟通

12. 与内外部客户及合作伙伴建立并维护合作关系。
13. 积极助力构建合作的共同基础。
14. 清晰沟通，以他人能理解的方式传达流程及政策。
15. 及时传达相关信息，并向跨职能的同事及经理提供建设性反馈。

教育背景

12. 相关领域（工程或技术）的学士学位。硕士学位优先。

语言

12.  流利的普通话和英语（台湾职位）
13.    流利的粤语和英语（香港职位）

主要职责与任务

该职位主要负责销售（为主）、采用，应以及消费思爱普（SAP）技术平台及财务解决方案。此职位的首要目的是实现整体营收目标。

为达成这一目标，该职位需要制定一份完整的区域业务计划，该计划要能在销售渠道机会方面创造出至少三倍于其配额的机会量。该职位负责识别并确定机会，制定并推动策略实施。

在该职位上：

12.  与销售经理及团队合作，制定并执行相关计划，以推动销售渠道建设并促成交易达成。
13.  与区域增值团队（Value added Team）合作，就解决方案对目标客户进行培训，并为战略性交易开展客户规划。
14.  按照区域销售负责人的指示，努力发掘并推进基于销售周期的各种机会。
15.  与增值团队（Value added Team）合作，开展销售活动。
16.  带头努力在指定客户中建立、拓展市场份额并实现营收目标。
17.  致力于实现与在指定客户中获取新业务机会相关的各类销售目标。
18.  制定销售最佳实践方案，以确保在指定客户中获得可重复且具扩展性的机会。

​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: 413815  | Work Area: Sales  | Expected Travel: 0 - 10%  | Career Status: Professional  | Employment Type: Regular Full Time   | Additional Locations: #LI-Hybrid.