RISE with SAP

1 week ago

London, Greater London, United Kingdom SAP SE Full time
RISE with SAP - Senior Solution Specialist (Sales)

Our company culture is focused on helping our employees enable innovation by building breakthroughs together. 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

What you'll do

The primary purpose of the Rise with SAP Solution Specialist is to achieve their overall revenue goal. In order to achieve this goal, the Solution Expert must work with the Market Unit Cloud ERP Leader, Industry Account Teams, Pre Sales and other functions to accelerate customers' adoption of Cloud ERP and begin their Rise with SAP journey.

The Rise with SAP Solution Specialist is responsible for identifying, qualifying, and developing Rise opportunities across the Market Unit. This individual will lead the development of opportunity plans containing the value proposition for Rise with SAP and services to potential customers & prospects.

It is expected that the RISE Specialist will have expertise and experience in selling Cloud Services and be adept at creating and nurturing senior executive relationships while positioning the SAP executive team.

Sales Strategy and Execution

  1. Drive the adoption and execution of an end-to-end customer engagement framework that executes on upstream (sales, functional advisory, value advisory, cost optimization) and downstream (operational, cloud infrastructure and delivery advisory) to customers, to drive sales and deliver growth.
  2. Support consistent forecast process from market unit/country to region.
  3. Execute the sales strategy to acquire net new logos at scale.
  4. Execute a GTM that builds 4x pipeline cover, drives pipeline progression & quality through systematic sales initiatives.
  5. Meet quarterly linearity targets (quarterly targets and month-to-month targets).

Pipeline and Opportunity Management

  1. Partner closely with the industry teams and the Rise with SAP organization to develop and execute programs to drive pipeline & close opportunities.
  2. Work with the market unit and regional RISE with SAP team (and wider VAT) to educate target accounts on the solution set and conduct account planning for strategic deals.
  3. Work with VAT teams on sales campaigns.
  4. Uncover and run large sales cycles-based opportunities as directed by Cloud ERP Market Unit Leader.
  5. Navigate through the internal network having a customer-first approach.
  6. Ensure opportunities are developed and closed by personally engaging to provide leadership from initial engagement through to opportunity closure.
  7. Lead-by-example in front of key/strategic customers, delivering compelling customer engagements, proposals and commercial options.
  8. Execute strong sales practices around deal qualification and closure process.
  9. Execute a process that ensures scalable deal execution, focusing on both current quarter but equally on CQ+1, CQ+2 to ensure a sustainable business.

What you bring

  1. Experience in sales of complex business software / IT solutions / Managed Services/Cloud.
  2. Experience in a lead role of a team selling environment.
  3. Proven track record in business application software sales.
  4. Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.
  5. Exceptional contractual and negotiation skills.

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.

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. 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.

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: 388752 | Work Area: Sales | Expected Travel: 0 - 100% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.

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