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Thứ Sáu, 31 tháng 5, 2013

Regional OEM/ISV Sales Executive for SAP Sybase ASE - SAP AG - Delaware

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  • Directly interact with prospects and partners to develop and transact committed OEM revenue/sales in specified geography or named commercial or technology partnership accounts

  • Prospect new companies as potential customers of SAP's OEM solutions utilizing SAP's OEM Marketing resources and submission of RFPs and RFIs as appropriate

  • Focus on selling SAP Sybase ASE database solutions into in these OEM accounts (territory based)

  • Assemble, prepare, and manage the Virtual Account Team consisting of Sales Associates, OEM Deployment Specialists, OEM Service Partners and other relevant roles so that SAPs solutions are well positioned in the account

  • Develop a network of aligned influencers of sales, business development, product management and development resources within the partnership targets

  • Develop, negotiate and write contracts with prospect accounts in geographic territory leveraging internal legal, revenue recognition and sales management functions

  • Update on a timely basis SAP's CRM system with accurate customer & pipeline information

  • Timely & complete administrative tasks like expense reports, etc

  • Pursue professional and personal development to ensure adequate knowledge of the markets and industries SAP serves as well as the products and services SAP provides

  • Develop an understanding of the key BI competitor solutions and our strategic advantages

  • Contribute to team strategy discussions and operational efficiency strategies

  • Participate as a collaborative team member in sharing experience and expertise with colleagues

  • 10+ years in enterprise technology sales, with a preference for OEM selling skills

  • Demonstrated knowledge of the databased industry and technology

  • 5 10-years selling database solutions from SAP, Sybase, or competitive database solutions including Microsoft, Oracle and IBM

  • Experience in driving large and complex migration opportunities around databases, EIM tools and Business Intelligence (BI) reporting applications upgrades and 3rd party database migrations is preferred

  • Building solutions or driving Data center migration opportunities, virtualization and cloud experience is preferred

  • Previous experience in selling SAP Sybase database solutions would be ideal

  • Proven track record of acquiring partners with revenue growth and exceeding quota attainment

  • Demonstrated success in matrixed team based solution selling organization with focus on revenue delivery

  • Demonstrated experience in partner recruitment with large software companies

  • Understanding of software development/decision making processes and some level of technical understanding is an asset

  • Previous experience in a fast paced, highly changing environment, preferably Top Tier enterprise software (ERP/CRM preference)

  • Bachelors Degree (Business/Sciences) required

  • Demonstrated success at software sales with partnership and OEM routes to market

  • Expert understanding of solution/structured and industry selling approach

  • Ability to identify and influence senior management (both customers and SAP's senior management), able to generate buy-in, make quick solid decisions

  • Understanding of legal contracts, revenue recognition principles

  • Understanding of Microsoft Office and related Business User applications

  • Desire to work in a unique, dynamic, ever changing environment

  • Strong team building skills ability to identify and motivate a supporting sales and account management team in a highly matrixed environment

  • Excellent communication and negotiation skills

  • Must be able to demonstrate proficiency in SAP or competitive products and be able to evangelize and articulate benefits of using our products in broad business terms from the partners industry perspective

  • In depth knowledge of the relational database market and past experience in selling database technology solutions

  • Utilize in-depth knowledge, advanced problem solving skills and an awareness of SAP vision & priorities to achieve stated results

  • Results driven

  • Aggressive self-starter

  • Customer driven

  • Act with Integrity

  • Creativity and Innovation

  • Commitment to Results

  • Open Communication

  • Strategic Thinking

  • Decision Making and Judgment

  • Developing Self and Others

  • Problem solving

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SAP AG together with its subsidiaries (SAP) is engaged in developing and licensing business software solutions. SAP also sells support, cons...

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