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SAP Move to Rise Partner Bus Mgt Senior Specialist

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!

 

 

Mid Market is a key growth segment for SAP in Italy. SAP manages this business with and through a trusted and consolidated collaboration with its network of busines partners, that take care of the whole customers’ lifecycles.

 

SAP S/4 HANA Cloud proposition (Public or Private) on an infrastrucure provider of choice, bundled into Rise with SAP business transformation service, is a strategic solution that enables any mid sized organization to innovate and succeed in today digitalized, volatile and complex business environment.

 

This position, reporting into the Cluster Mid Market Head for Italy and Greece, focuses on developing and executing an extensive migration program of the existing SAP mid market customer base towards Rise with SAP in collaboration with all the partners specialized in this offer.

 

She / he will be the recognized single point of contact for the Move to Rise installed base program for SAP partners, will work with them to identify priorities on a multi year schedule, support and accelerate the plan execution by suggesting proven tactics, business cases, sales strategies. She / He will work with SAP partners to identify the most successful dem gen techniques to boost their  Move to Rise plan.

 

The right candidate must have a clear Cloud Mindset and proven sales experience with partners, awareness in infrastructure sales and domain knowledge in the areas of our cloud intelligent suite and cloud solution in general. She / he will be orchestrating and working with a virtual team of diverse contributors towards the common goal of boosting Rise with SAP adoption on existing mid sized SAP ERP customers.

 

We are looking for a person with a sales authoritative style able to impact, influence, and inspire within the ecosystem of SAP sales and CE&X, LOBs, partners and customers.

 

Extremely Result oriented (short and mid term), enterprising and self-determined are fundamental requirements.

 

Career Level T4/T3.

 

Position Duties and Responsibilities

Mid Market Move to RISE program lead and Target Achievement

Ensure a quarterly steady revenue stream on Move to Rise

Support/Coach partners and industry account executives in managing their Move to rise pipeline

Orchestrate and develop joint Dem gen and Sales cycle with the Partners Hyperscalers

Execute local demand generation activities

Ensure Move 2 Rise is an integral part of each partner marketing plan

Public speaking in partner marketing events on Move 2 Rise

Identify local support requirements and solve escalation or pricing issues

 

 

Position Competencies

Sales Acumen: frame effectively all the necessary conditions to prove to customers the value of a migration to Rise with SAP and to secure a sales cycle. Ability

 

Effective Relationships: Builds strong professional credibility by effectively managing and develop in relationships. Build and maintain a good relationship with various stakeholders (sales peers, partners, hyperscalers) within the region as well as with global.

 

Executive Presence: Delivers clear, convincing and well-organized presentations. Projects credibility and poise even in highly visible and/or adversarial situations

 

Solutions Knowledge: Has a good knowledge of cloud intelligent suite , cloud infrastructure, and the business technology platform, customer relationships and sales drivers, SAP Sales processes and understands how to drive the sale vs. Cloud competitor

 

Key Measurements :

RISE Mid Market IB new bookings vs target

Number of migrated customers

 

Pipeline Build :

Build and sustain rolling 4x pipeline coverage

Year +1 pipeline volume growth on Move 2 Rise

Ensure new pipeline is qualified and progressed (measured through <30% E/F pipeline)

Ensure all pipeline is progressed systematically (measured through <50% stalled pipeline on 90 day cycle)

 

 

Operational Excellence & Thought Leadership:

Move 2 Rise business plan (annual & quarterly)

Sales forecast process from market unit aligned with MM Head

Deal execution cadence and sales best practice for scale (current quarter, CQ+1, CQ+2)

Drive excellence in employee engagement and leadership trust

 

Position Requirements

Minimum level of required education: Bachelor’s Degree (MBA or Masters constitute a plus)

Specific areas of specialization: 10+ years of professional experience; demonstrated knowledge/expertise over different aspects of technology solutions

5+ years of Solutions experience with 1-2 years of SAP Intelligent suite and business technology platform product experience (or competitive), especially cloud intelligent suite and the

8+ years customer facing experience (sales/business development/consulting/presales)

 

Qualifying Criteria:

Minimum 10 years of professional sales experience with demonstrated expertise meeting and overachieving sales quota for region.

Minimum 8 years of Sales leadership to lead large solution sales teams to success

Minimum 5 years of Sales Cloud experience

 

Sales

Carried individual quota and strong track record of over achievement

C-Level value based selling and positioning experience

Proven track record at closing complex SW opportunities in collaboration with business partners

Ideally an understanding of SAP cloud intelligent suite and the business technology platform, in particular in comparison with traditional OP landscape

Understanding of SAP Ecosystem (SAP Internal, Partners and Hyperscalers, Customer)

 

Skills & Ability

Deep domain knowledge in Italy market 

Ability to leverage and execute best practices approach

Engaging and influencing cross-functional organizations

Business planning, business case development, & operational excellence

Integrative Leadership style, able to motivate a team for success while building a high trust level

 

Languages : Italian native and English fluent are mandatory requirements

 

 

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:300126 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time  | Additional Locations: 

SAP Move to Rise Partner Bus Mgt Senior Specialist

Facility:  300126
Posted Date:  Nov 20, 2021
Work Area:  Sales
Career Status:  Professional
Employment Type:  Regular Full Time
Expected Travel:  0 - 10%
Location: 

Vimercate, IT, 20871


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