Sales

Services Sr. Account Executive

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Services Sales Executive

 

What you'll do

Services Sales Executive is accountable for the new business development and long-term relationship management with customers, managing and closing up-sell/cross-sell opportunities, as well as pursuing SAP Solutions adoption and consumption, leveraging cloud contracts renewal. This professional is also accountable to ensure business growth through business development activities, in accordance with the organizational strategy, acting as a key contributor to the overall success of the customer and partner relationships.  
 
Core tasks may include:
•    Builds a foundation within 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 formal sales cycle
•    Sells the complete Services portfolio aligned to customer needs (according to defined Sales bag)
•    Point of Contact for the customer representing the SAP Cloud Success Services organization
•    Direct contributor to overall long term success of customer and partner relationships
•    Orchestrates resources: deploy appropriate teams to execute winning sales, delivery and renewal
•    Accountable for all Services Commercial aspects in 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, Delivery and Renewal
•    Setting strategic goals and outcomes to support the customer’s business objectives
 
 What you Bring

•    Responsible for delivery of outcome of assigned projects or areas of responsibility
•    Internally recognized senior on complex technical and business matters
•    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
•    Team lead or supervisory responsibilities
 
Complexity:
•    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
•    Decisions/solutions can enhance essentially current and future design and strategy
•    Enhance complex systems & processes
 
Experience:
•    Advanced technical or business skills and special knowledge in one / several areas
•    Individuals with a customer focus have developed the acumen to cultivate and develop lasting customer relations
•    More than 5 years of experience in Retail industry
 
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
 
Account and Stakeholder Management
•    Builds a foundation within assigned account(s) on which to harvest future Services business opportunities
•    Actively understands each of their assigned key customer's technology footprint, strategic growth plans, technology strategy and competitive landscape
•    Point of Contact for the customer representing the SAP Cloud Success Services organization for assigned account(s) to establish and develop SAP footprint
•    Direct contributor to overall long-term success of customer and partner relationships within the account
•    Orchestrates resources: deploy appropriate teams to execute winning sales
 
Commercial Accountability
•    Accountable for booking, revenue and cloud subscriptions renewal for assigned account(s)
•    Generation and management of opportunities and bids, deal closure through formal sales cycle 
•    Shapes deals that are compliant, aligned to agreed governance process, controls and targets
•    Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
•    Sells the complete Services portfolio aligned to customer needs (according to defined Sales bag)
•    Maintain internal systems with accurate customer and pipeline information
 
Service Delivery Management
•    Accountable for sales hand-over to delivery, ensuring contracts are in place and team can successfully mobilize per contract obligations
•    Accountable for all Services Commercial aspects in assigned account, supporting Delivery Teams engaged in delivering against existing contracts
 
Collaborative Working Environment
•    Acts as a key team member within the extended Sales Account Executive teams
•    Treats customers and colleagues with respect, fairness and consideration
•    Strong collaboration with the SAP ecosystem and technology partners
 
Functional 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
•    A successful track record of driving opportunity development and accurate forecasting of the renewal and network growth opportunities
•    5+ years of deep Retail industry/domain expertise
 
Partner Ecosystem Expertise
•    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) (incl. joint deals/business development)
 
International Experience
•    Experience with large Multinational Customers
•    Experience working in other countries and regions is desirable
 
Education
•    Bachelor or Master's Degree (MBA would be advantageous)
 
Professional Training and Certification
•    High level of recognized sales training including in advanced negotiation skills
 
Language Requirement
•    English: Fluent
•    Portuguese: Fluent
•    Other: fluency in additional languages is a distinct advantage
 
Expected Travel
•    0-70%

#LI-Hybrid
 

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.

Requisition ID: 338197  | Work Area: Sales  | Expected Travel: 0 - 10%  | Career Status: Professional  | Employment Type: Regular Full Time   | Additional Locations: #LI-Hybrid
 

Requisition ID:  338197
Posted Date:  Jun 8, 2022
Work Area:  Sales
Career Status:  Professional
Employment Type:  Regular Full Time
Expected Travel:  0 - 10%
Location: 

Sao Paulo, BR, 04795-100

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