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Thứ Ba, 13 tháng 8, 2013

Sales AE-Advanced Analytics-Predictive TAM - SAP AG - United States

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  • Sells software solutions to current and prospective customers; works with other sales personnel to position and leverage sales opportunities to acquire, grow and retain customers within assigned territory.

  • Fulfills wide range of requests for information from prospective customers. Qualifies level of opportunity and type of account.

  • Prospects within a territory or account to uncover business needs.

  • Implements aspects of territory and account management and development; identifies accounts with high "close" potential, qualifies, and forecast time frames to close business.

  • Works closely with account managers and executives to facilitate timely response to highly qualified, high revenue potential leads.

  • Prepares standard quotations and proposal information as needed; works with other departments to create and finalize contracts.

  • Follows up with customers to track satisfaction levels and to discover additional revenue opportunities.

  • Develops a basic understanding of company pricing and licensing procedures.

  • Customizes and sells solution to match account needs with SAP offerings, along with external partnership offerings.

  • Utilizes solutions-selling methodology, strategic concepts, and techniques.

  • Conducts significant direct contact with customers and travel to customer sites.

  • Serves as a resource for VAT team members in territory management, policies and procedures, marketing goals and objectives, SAP HANA, SAP applications, market trends and business and industry knowledge.

  • Sets goals and objectives based on evaluation of territory potential and matches company and divisional initiatives.

  • Actively participates in sales calls and presentations; identifies goals, evaluates account needs, and designs appropriate demonstrations.

  • Applies knowledge of customers goals and objectives to position SAP HANA and SAP applications for addressing marketing trends and assess account needs.

  • Directs internal SAP resources, including pre-sales and post-sales services in order to reach objectives.

  • Conducts extensive follow-up with customers to track satisfaction levels, build customer references and uncover additional opportunities.

  • Prepares and delivers presentations to customers at the highest level of management.

  • Effectively manages business expenses.

  • Performs other duties, as assigned.

  • Requires a minimum of eight years of experience selling software within Data Warehouse, Analytics, Advanced Analytics space.

  • An understanding of the dynamics between LOB and IT within Fortune 50 companies.

  • Experience at a top tier software or consulting firm.

  • Experience selling in a large account team environment.

  • A candidate with a track record of creativity.

  • Bachelor's degree, preferably in Business, Marketing, MIS, or other relevant discipline.

  • Knowledge of advanced strategic sales techniques; knowledge of software acquisition cycles and buying influences.

  • Advanced knowledge of industry software and hardware terminology and concepts; knowledge of SAP solutions or equivalent solutions.

  • Excellent written and verbal communication skills, strategic selling skills, skills in analyzing and evaluating territory dynamics to develop and implement a sales plan.

  • Ability to initiate and lead projects; ability to work effectively in a team environment; ability to relate technical and business concepts to SAP Advanced Analytics and user needs; ability to work independently and as part of a team; ability to travel on a frequent basis




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





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