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Sales

Solution Sales Executive - Accounts Receivable, Billing and Revenue Management Solution

What we offer

Our company culture is focused on helping our employees enable innovation by building breakthroughs together. 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. Apply now!

 

 

 

The BRIM Account Executive's primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers. The Account Executive brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate SAP portfolio of BRIM solutions (Accounts Receivable, Billing and Revenue Management Solutions).

 

This position will be responsible for covering the Market Unit best aligned to the candidate location, once travel resumes this position requires residence within the region.  


EXPECTATIONS AND TASKS:

 

  • Annual Revenue - Achieve / exceed quota targets.
  • Sales strategies- Align SAP solutions with the customer’s strategic objectives - Develops best practice account plans to ensure revenue target delivery and sustainable growth.   Develop relationships in new and existing customers and leverage to drive complex strategy through complex and global organizations.
  • Trusted advisor - Establishes strong management and CxO relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise).  Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
  • 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.
  • Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles.  Encourage all accounts to become SAP references.
  • Business Planning – Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points.   Utilize VE, benchmarking and ROI data to support the customer’s decision process.


Demand Generation, Pipeline and Opportunity Management

 

  • Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve. 
  • Pipeline partnerships – Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.  
  • Leverage SAP Solutions – Be proficient in and bring all SAP offers to bear on sales pursuits including SAP portfolio of BRIM and Industry Solutions. Demonstrate early adoption of all new solutions and strategies.
  • Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.  Negotiate early and against a win/win strategy for SAP and its customers.
  • Support all SAP promotions and events in the territory – take an active, sales leadership role in SAP events.


Sales Excellence

  • Build and share best practice sales and negotiation skills.
  • Sell value across all stages of sales cycle.
  • Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
  • Orchestrate resources: deploy appropriate teams to execute winning sales.  Create OneSAP.
  • Utilize best practice sales models.
  • Understand SAP’s competition and effectively position solutions against them.
  • Maintain CRM system with accurate customer and pipeline information.


WORK EXPERIENCE:

 

  • 5+ years of experience in sales of complex enterprise Software ideally Order to Cash, Billing, and Revenue Management solutions
  • Experience in lead role of a team selling environment.
  • Experience selling and aligning sales strategy with business model innovations and digital transformations.
  • Financial and business acumen to communicate at the CFO, CTO, CIO, Product Management, Sales, and other CxO levels will be appreciated
  • Understanding of Order to Cash processes and business value
  • Multi-industry sales experience
  • Proven track record of exceeding complex software sales quotas


EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:

 

  • Proven track record in business application software sales.
  • Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.
  • Exceptional contractual and negotiation skills.
  • Business level English: Fluent
  • Bachelor equivalent: yes


 

 

 

We are SAP

SAP innovations help more than 400,000 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 200 million users and more than 100,000 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, we build breakthroughs, together.

 

Our inclusion promise

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: Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com.

 

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:302514 | Work Area: Sales | Expected Travel: 0 - 50% | Career Status: Professional | Employment Type: Regular Full Time  | Additional Locations: 

Solution Sales Executive - Accounts Receivable, Billing and Revenue Management Solution

Facility:  302514
Posted Date:  Nov 25, 2021
Work Area:  Sales
Career Status:  Professional
Employment Type:  Regular Full Time
Expected Travel:  0 - 50%
Location: 

Burlington, MA, US, 01803


Nearest Major Market: Boston

Job Segment: Accounts Receivable, Sales Management, Manager, Revenue, Finance, Sales, Management