Sales

Services Sales Expert - Sydney

We help the world run better

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!  

PURPOSE AND OBJECTIVES

Services Sales is accountable for the new client business development and relationship management or growing existing accounts by originating, managing, and closing up-sell/cross-sell opportunities and orchestrating outcome-based delivery execution. It has a significant influence on the development and growth of strategic new Services business and develops and maintains effective strategic relationships in assigned account(s). They are also accountable to ensure business growth through business development activities and ensuring they are delivered in accordance with the organizational strategy. Accountable for the sales and delivery activities for the assigned client/s. Represents the Services organisation from a sales and business development perspective and is a key contributor to the overall success of the customer and partner relationships.  



EXPECTATIONS AND TASKS
 

  • Builds a foundation within the assigned account(s) on which to harvest future Services business opportunities.
  • Accountable for booking and revenue Services targets for assigned account(s).
  • Origination and management of opportunities and bids, deal closure through the formal sales cycle.
  • Sells the complete Services portfolio aligned to customer needs (according to the defined Sales bag).
  • Single Point of Contact for the customer representing the SAP Services organization.
  • Direct contributor to the overall long-term success of customer and partner relationships.
  • Orchestrates resources: deploy appropriate teams to execute winning sales and delivery.
  • Accountable for all Services Commercial aspects in the assigned account(s).
  • Supporting Delivery Teams engaged in delivering against existing contracts.
  • Developing and delivering sustainable, long-term customer engagements across all SAP products and services to support our customer’s success.
  • Supporting customer’s transformation journey, with full accountability across Sales and Delivery.
  • Setting strategic goals and outcomes to support the customer’s business objectives.

 

 

KEY RESPONSIBILITIES

 

The Services Partner Expert serves as a trusted leader to our most strategic and important customers assigned to either a single account or a portfolio of accounts. Working hand-in-hand with the Global Account Director from the license side, the Services Partner owns the Services P&L (Profit & Loss) at the account level and has full accountability for all Services sales, Services delivery, software consumption and renewals in the account(s). The Services Partner is supported by all non-licensed sales resources in the account(s) and shared support infrastructure on the market unit level. The Services Partner is ultimately responsible for orchestrating all these resources to achieve customer success and resulting SAP growth in the account.

 

Account and Stakeholder Management

 

  • Focused on customer success, transformational outcomes, driving customer loyalty, satisfaction and renewals
  • Leads and drives relationships on the C-level in tight collaboration with the Global Account Director and/or Managing Partner, the rest of the Virtual Account Team and internal stakeholders
  • Develops and maintains Trusted Advisor relationships with customer executives
  • Orchestrates all non-license sales, delivery and success resources on the account
  • Develops and aligns with customers on Business Innovation, Consumption (application) and Transformation roadmap Sales
  • Accountable and also largely responsible for all sales-related activities, including account planning, forecasting, reporting, opportunity origination, opportunity management and closing
  • Accountable for the development of proposals, tenders, and or responses to requests for proposals associated with the engagement in order to win new deals for SAP
  • Accountable to originate and drive cross and upsell opportunities within existing customer engagements
  • Accountable for commercial negotiations and driving SAP interest
  • Focus on expanding the SAP footprint at the customer by driving profitable revenue growth across all Lines of Business Delivery
  • Accountable for planning and delivery of all Services engagementʼs business objectives, scope and solutions within contractual obligations, quality criteria, on time and budget/margin requirements realizing business outcomes
  • Optimization of the delivery model through the use of the off-site services delivery framework, incorporating SAP leading practice & tools, automation and innovation tools and offerings
  • Resolution of distressed engagements including political situations, solution challenges, delivery, resource, budgeting, change, commercial and legal issues affecting the engagement Customer Success • Monitors cross LoB adoption, entitlements consumption and documents business impact
  • Accountable for customer cloud renewals and other commercial events
  • Accountable for the customerʼs success with all SAP subscription / maintenance-based solutions
  • Accountable for execution of standardized engagement success methodology Experience & Educational Requirements Experience
  • Demonstrated track record of Leadership Positions
  • Strong experience in managing customers, partners and internal resources to secure timely results
  • Management of all resources, including remote, off-site resources and partner and 3rd party resources, integrating strong disciplines and collaborative outcomes
  • P&L management for assigned area responsibility

 

 

Functional Experience

 

  • 7+ Years of Account Management Experience of effectively managing large complex customers
  • Successful track record of managing Large Accounts, leading account teams and developing account plans
  • Strong experience of constructing and implementing business transformation, innovation and consumption/application roadmaps linking technology initiatives to realized business benefits
  • 7+ years of transformational experience across large programs which include P&L management of large engagements
  • 5+ years of deep industry/domain expertise
  • Proven experience with engaging, operating with and aligning with C-level stakeholders internally and at large, multinational customers and in a Matrix Environment
  • Proven experience in successfully leading cross-functional teams without authority
  • Managed at least 1 large-scale SAP implementation
  • Knowledge of financial, competitive, regulatory environment and management of related implications for sales and delivery
  • Proven ability to develop well-structured plans (short, medium and long term) in relation to account development, delivery, roadmaps
  • Proven track record of networking and executing across the complete SAP business portfolio and all Lines of Business Partner Ecosystem Expertise
  • UpToDate Knowledge of SAPs Partners, Competitors and the regional IT Industry
  • Effective collaboration & management of the SAP partner ecosystem as relative to the assigned account(s)
  • Experience in establishing teaming agreements and commercial negotiations associated with ecosystem partnerships. International Experience
  • Experience with complex Multinational Customers
  • Experience working in other countries and regions is preferred Education
  • Bachelor or Master's Degree
  • MBA would be advantageous Professional Training and Certification
  • Professional Certification in Business Management and/or Project Management
  • High level of sales training incl. advanced negotiation skills Language Requirements
  • English: Fluent

 

 

Education And Qualifications / Skills And Competencies

 

  • Bachelor or Master's Degree (MBA would be advantageous).
  • High level of recognized sales training, including in advanced negotiation skills

 

 

Work Experience

 

  • Demonstrated success with medium to large transactions and lengthy sales campaigns in a fast-paced, consultative, and highly competitive market.
  • Experience in managing customers and partners.
  • 5+ years direct quota-carrying selling experience in the enterprise software and services industry.  Ideally, a combination of both direct enterprise software sales and direct services sales. 
  • 5+ years’ experience in sales activities including generation and management of opportunities and bids, deal closure and client relationship management.
  • Demonstrable track record of value selling and solution selling experience. 
  • Proven track record in business application software and/or services sales within large, key accounts.
  • Intimate knowledge of enterprise software projects (e.g. Cloud, hybrid, XO) and the overall lifecycle management of enterprise applications.
  • A successful track record of driving opportunity development (including growth and qualification of pipeline in conjunction with assigned Account Executives) and accurate forecasting of the renewal and network growth opportunities.
  • 3+ years of deep industry/domain expertise.
  • Experience with large Multinational Customers

 

We build breakthroughs together

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.

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: 342864  | Work Area: Sales  | Expected Travel: 0 - 10%  | Career Status: Professional  | Employment Type: Regular Full Time   | Additional Locations: #LI-Hybrid.
 

Requisition ID:  342864
Posted Date:  Jun 23, 2022
Work Area:  Sales
Career Status:  Professional
Employment Type:  Regular Full Time
Expected Travel:  0 - 10%
Location: 

North Sydney, NSW, AU, 2060

Job alert


Job Segment: Cloud, ERP, SAP, MBA, Technology, Sales, Management