Solution Sales Executive for ISBN

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Key Areas of Responsibility and Tasks

The ISBN (Inteligent Spend and Business Network) Solution Sales Executive is responsible for focusing on sales engagements for our SAP Inteligent Spend And Business Network portfolio in mixture of hi-touch sales and partner sales. Our SAP ISBN portfolio consists of

· SAP Ariba Strategic Sourcing (Negociação, Contratos e Gestão de Fornecedores)

· SAP Business Network (Rede de Colaboração de Fornecedores, Assets, Logística e Compradores)

· SAP Ariba Buying (Catalogo, Requisição de Compras)

· SAP S/4HANA Central Procurement

· SAP Supply Chain Collaboration

· SAP Fieldglass (Gestão de Terceiros e Gestão de Serviços)

· SAP Signature Management by Docusign (Assinatura Eletronica)

The Sales Executive is specialized on the SAP Intelligent Spend portfolio in Brazil; he/she is working in tight cooperation with Key Account Managers to actively promote and sell our solutions to procurement, supply chain and CFOs.

The Sales Executive covers opportunities in LARGE Enterprise and MidMarket Net New SAP-accounts in Brazil. The objective is to sell software, cloud subscription, and build a productive pipeline to maximize the revenue via active engagements on selected opportunities.

Main Responsibilities:

· Land, adopt, expand, and deepen sales opportunities in procurement for direct, indirect, services spend and supply chain.

· Explore the full spectrum of relationships and business possibilities across the client’s entire org chart.

· Actively identifies opportunities through customer visits and partnering with key decision makers on the customer side for further growth in the territory.

· Expand relationships and orchestrate complex deals across more diverse business stake-holders.

· Drives deal closure by inserting him-/herself in relevant opportunities with or without partners assigned. Balances his direct / indirect activities in order to maximize the revenue in the territory assigned.

· Holistically embrace, access, and utilize the channel to identify and open new, unchartered opportunities.

· Work as a team for the most efficient use and deployment of resources. Provide timely and insightful input back to other corporate functions.

· Supports the creation, monitoring and review of Business Development activities around his/her solution- or industry- specialization area. Defines innovative approaches to generate business and executes either directly or via the team together with manager/expert. Supports implementation of core strategies and actions to ensure KPI/revenue achievement.

· Assists in coaching the Channel and Key Account Managers sales reps to interact with prospects in large or complex SW deals in his area of solution / industry expertise in order to position the value of the respective SW or

industry solution as supported by ROI, business case development, references, and supporting analyst data. Helps to ensure a high conversion rate from pipeline to deal closure, shortening of the sales process and improvement of win rate in order to achieve real volume business. Be familiar with the CX competition in Brazilian market and assigned industry. Understand competitive threats (e.g., how to beat the competition).

· Reporting on sales progress throughout the year; identification of deviations from plans agreed and actively engaging in measures to deliver goals agreed to.

· Tracks customer activity in internal systems in order to execute sales strategy and identify additional opportunities.

· May provide customer demos and/or product training as necessary.

Account and Customer Relationship Management and Cloud Subscription Revenue.

· Sales strategies - Develops effective and specific account / target group / industry plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organization.

· Trusted advisor - Establishes relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise, TCO). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.

· Business Planning – Participate in the development and delivery of comprehensive business plan to address customer and prospects priorities and pain points. Understand volume business benchmarking and ROI data and how they support the customer’s decision process. Work with Sales and volume business leadership to deploy tools effectively.

· Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap. Collaborate with and support sales management on negotiation of close strategy and contracting.

Qualifications

· You will have 5-10+ years of direct sales experience selling enterprise SaaS Business Applications for Procurement, Supply Chain and Logistics to mid-size and to large enterprises (required)

· You have previous experience utilizing partners, channels and alliances to sell more successfully and overachieve your quota.

· You have sold a similar complex solution software and have experience in any of the following SaaS application for Procurement, Supply Chain, Digital Signature, AI, Analytics and business.

· You have a measurable track record in new business development and over achieving sales targets

· Experience in selling complex enterprise software solutions and ability to adapt in fast-growing and changing environments

· Experience in successfully selling during market creation phase

· Proven track record of successfully closing six and seven figure software licensing deals with prospects and customers in the defined territory.

· Experience in the “C” suite, strong executive presence and polish, and excellent listening skills.

· Experience with target account selling, solution selling, and/or consultative sales techniques; knowledge of Procurement, Supply Chain, Logistics, Asset Management and Analytics Software.

· Bachelor's degree; MBA a plus or equivalent experience

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: 392790  | Work Area: Sales  | Expected Travel: 0 - 10%  | Career Status: Professional  | Employment Type: Regular Full Time   | Additional Locations: #LI-Hybrid.