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Global CAS Business Development and Sales Enablement - West Job

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Date: Oct 12, 2020

City: Palo Alto, CA, US

Company: SAP



Requisition ID: 266773
Work Area: Sales
Expected Travel: 0 - 30%
Career Status: Professional
Employment Type: Regular Full Time



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.



CAS (Cloud Application Services) is providing comprehensive managed service offerings that address typical large enterprise customer challenges like:

  • Embracing Cloud
  • Build agile IT platform to be ready for innovation
  • Optimize SAP operations and reduce TCO

CAS is designed to bring to the customer best of breed services focused on simplification, optimization, innovation and fast technology adoption. Using CAS Application Services will allow transformations happen whilst giving the Client the feeling of “Software as a Service”.

The role focusses on:

  • Enablement of the CAS sales execution
  • Close collaboration with the DCS AE´s, IAE´s, CSE´s, the Market Unit Client Partners, as well as the regional and MU management team.
  • Special focus on “Cloud Application Services”, in particular Application Management in its various flavors with a focus on OnPremise, HEC and Public Cloud.
  • Function as “middleware” in between sales and the Service Delivery Managers in consulting, fostering deal closure by proactively engaging with the customers and global/regional delivery teams (e.g. support scoping phase, SOW creation)

This role will support to enable the regions and their respective customers to adapt new technology quicker.



As Business Development and Sales enablement for CAS we expect to:

  • Develop creative, workable alternatives to enable opportunities
  • Work effectively in a team environment and generate high impact results measure by active bookings
  • Actively engage in the opportunity management process from lead identification to business closure
  • Responsible for identifying new business opportunities, create awareness, raise demand and support deals
  • Align with global/regional/local teams
  • Align with the areas of services sales and services delivery
  • Work with customers on “C” level – business as well as IT department
  • Enable the local consulting sales colleagues by supporting them to respond to customer inquiries.
  • Potential for direct sales support at customers in alignment with the local stakeholders
  • Appreciation of cultural variety, country requirements and special market needs and restrictions
  • Strong presence in customer and SAP events
  • Global mobility with possibility to travel  60% at certain stages of the year
  • Strong team player with the mind-set to work in a high-impact team


  • Responsible for value discovery which includes the development of value propositions / business cases with qualitative and quantified monetary benefits
  • Create value-based roadmaps based on the SAP CAS Service value proposition
  • Align with customer contacts on executive and operational level to manage scope and expectations
  • Thought leader, delivering high-quality final presentations to customer executives
  • Orchestrate and moderate internal and external workshops leveraging common methodologies to drive the digital transformation of customers


  • Diploma
  • Solid knowledge in these SAP solutions and services:
    • Application Management Services is needed
    • SAP Cloud is needed
    • SAP HANA, S/4 HANA is a plus
    • Industry knowledge is a plus
  • Strong conceptual design and analytical capabilities
  • Very strong sales acumen
  • Innovative thinking
  • Liaison and consultative skills: negotiation skills with a context of high political sensitivity and conflicting interests
  • Existing network and profound familiarity with regional and local team/market – established relationships to clients in those countries is a plus
  • Solid oral and written communication skills in English, with the demonstrated ability to communicate complex technical and operational  topics to management and non-technical audience


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.

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: Virtual - USA

Nearest Major Market: San Jose
Nearest Secondary Market: Palo Alto

Job Segment: Business Development, ERP, Developer, Consulting, Sales, Technology