6 hours
2018-07-192018-08-18

Services Sales Executive - Federal Civilian & Defense Job

SAP
  • Job Code
    167408 Work Area: Sales Expected Travel: 0 - 50% Career Status: Professional Employment Type: Regular Full Time COMPANY DESCRIPT
Services Sales Executive - Federal Civilian & Defense Job

Services Sales Executive - Federal Civilian & Defense Job

Date: Jun 27, 2018

City: Washington D.C., DC, US, 20001

Company: SAP

Requisition ID: 167408
Work Area: Sales
Expected Travel: 0 - 50%
Career Status: Professional
Employment Type: Regular Full Time

COMPANY DESCRIPTION

As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.

Purpose

Innovation is a competitive advantage, both for SAP and its customers. In order to compete, SAP has put innovation front and center. We have renewed our product portfolio to be the cloud company powered by SAP HANA and to become an innovation partner for our customers. Customers have provided feedback that services need to both follow and enable this strategy.

 It is our bold intention to accelerate our growth in cloud and new technologies, with best-in-class experts who have holistic customer engagements and provide clear business guidance to our customers. We will have industrialized, repeatable project delivery with intelligent tools for fast customer value creation.

Responsibilities

The Services Sales Executive is a quota-carrying role working closely with the SAP License organization, SAP Delivery counter-parts, customers and partners to ensure the overall success of the sale and implementation of SAP solutions. This requires the ability to research a customer’s situation, conduct customer discovery sessions, match customer needs to SAP solutions and services, and communicate value to customers and prospects.  The role must utilize all of the resources available to generate demand, progress the lead through the customer decision process, and close the deal.  This requires skills in understanding the customer’s decision making process and an ability to identify and utilize champions to progress the deal forward. 

  • The Services Sales Executive is the strategic Services Sales leader and subject matter expert with a focus on our S/4 transformation utilizing the digital core in the areas of Analytics, SAP Cloud, Database and data management, S/4Hana digital core and Cloud, IOT, Digital supply chain, Industry specific applications.
  • Customer base is comprised of GCO Services Top Accounts which includes the Strategic Customer Accounts and key account segments for installed, existing and net new Services customers.  Expected to generate annual Bookings and Revenue YOY growth.
  • Serve as a strategic liaison with the GCO License Account Team for all basket deals and nurture new 2018 relationship with GCO License Industry Account Executives; maintain strong alignment with other SAP teams (Product Support, Alliances, etc)
  • Strong selling experience with our strategic services customers to ensure best in class Net Promoter Score (NPS) for additional/future sales opportunities and renewals
  • Develop account plans to drive pipeline and close opportunities and progress a deal through sales cycle to close opportunities
  • Expected to drive a 4X pipeline to ensure coverage of territory by utilizing SAP Services’ entire portfolio of products and services
  • Understand the customer decision making process and develop relationships with key decision makers
  • Identify key resources (e.g., DBS Solutioning Center, Strategic Pursuit Advisors and/or Delivery Executives) needed to properly scope projects to meet client needs and SAP business parameters
  • Operational excellence pertaining to:
    • Facilitate customer discovery and implementation scoping sessions to define requirements for input into implementation plans, estimates, resource models, and pricing models.
    • Create formal services proposals, RFP responses, Statement of Work (SOW), and services contracts.
    • Update, maintain, and accurately report out regular updates to sales forecast and territory plan.

 

Qualifications and Skills

  • Minimum of 7 plus years of experience in License, Services and/or System Intergrator sales activities including generation and management of opportunities, bids, deal closure and relationship management.  SAP product and prior business application software or implementation experience is preferred.
  • Demonstrates mastery with effective communication and management thinking coupled with significant political insightfulness
  • Professional leadership presence to prepare and conduct a discovery session with customers from back office to C-suite
  • Ability to develop and maintain a territory plan to build pipeline
  • Proven experience with identifying opportunities and managing them through sales process to close
  • Capable of researching and understanding customer business challenges and tying them to associated value propositions
  • Experience leading and influencing without direct authority
  • Ability to adapt and function effectively in fast-paced, changing environment
  • Willing to travel 60% - 80%
  • Provide internal leadership for SAP pursuit teams, including having the ability to review accounts periodically with senior SAP leadership

 

Personal Characteristics Required

  • Judgment: ability to demonstrate consistent logic, rationality and objectivity in decision making.  Achieves good balance between quick decisiveness and slower, more systematic approaches.  Performs critical problem solving easily.
  • Communication: ability to demonstrate fluency, proper grammar, and organization of thought. Demonstrates willingness to participate in and lead meetings and communicate effectively with staff at all levels. 
  • Business acumen: ability to apply sound commercial judgement when demonstrating to our customers how our services will generate significant value and return on investment.
  • Independence: functions successfully without much supervision and stays focused.
  • Standards of Performance: strives and consistently achieves quality results; demonstrates low tolerance for mediocrity; exhibits conscientiousness, dedication, self-discipline and responsibility.
  • Leadership: Account ownership for services is required for both internal and external communication.

SAP'S DIVERSITY COMMITMENT

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 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: or , APJ: , EMEA: ). Requests for reasonable accommodation will be considered on a case-by-case basis.

EOE AA M/F/Vet/Disability:

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, gender, sexual orientation, gender identity, protected veteran status or disability.

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SAP

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