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Thứ Tư, 23 tháng 10, 2013

Client Partner - Ohio Job - SAP - United States

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Ref-Code: US-57771579-EN-13-002

Work area: Consulting

Expected travel: 0% - 50%

Career status:

Employment type: Regular Full Time


COMPANY DESCRIPTION


SAP is the global market leader for business software and thus contributes a considerable part of the world's economic power grid. At SAP you get your chance to put your ideas into action with maximum impact.SAP Services Sales has an exciting and rewarding career opportunity for a professional with 3 to 7 years of sales experience. This opportunity is geared toward managing and building a territory of accounts with a path to becoming SAP's next generation of Sales Leadership. The primary goal of the Client Partner (CP) position is to achieve and exceed an overall bookings and revenue quota for SAP Services. The Client Partner is expected to develop a territory plan containing white space, pipeline targets, and actions plans to identify pipeline and convert pipeline into sales.


EXPECTATIONS AND TASKS


Responsibilities include: Developing a territory plan, leveraging all assets available (e.g. lines of service, marketing, delivery) to drive pipeline and close opportunities, insure pipeline has ample coverage of territory and the breadth of SAP Services' entire portfolio of products and services. To this end, the Mid-level CP will be responsible for developing and maintaining relationships with new and existing customers in order to assist customer achieve strategy by leveraging SAP Services. The Mid-level CP must have a good command of the customer decision process and be able to understand and develop relationships with key decision makers, nurture champions and coaches, and progress a deal through sales cycle. The Mid-level CP must continuously update forecast and territory plan.


WORK EXPERIENCE


The Mid-level CP must have a good command of the sales process and be able to progress an opportunity through each stage in the sales cycle for a successful close. This requires the Mid-level CP to research a customer's situation, conduct a customer discovery sessions, match customer pains to SAP solutions and services, and communicate value to customers and prospects. The Mid-level CP 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 customer political map and decision process and ability to identify and utilize champions to progress the deal forward. Additionally, the Mid-level CP must be a self starter, highly motivated to research a customer's situation and industry in order to prepare for meetings, continuously review and update territory and opportunity plans, and have the leadership to leverage the SAP assets available.


EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES


The ideal candidates would possess the following skills: • Bachelors Degree • 3 to 7 years track record of sales success in business to business selling • Professional presence to prepare and conduct a discovery session with customer • Able to develop and maintain a territory plan to build pipeline • Proven experience with identifying leads and progressing them through sales process to close • Lead internal teams to drive pipeline and close deals • Able to research and understand customer business pains and tie to SAP Services and products and value propositions • Able to apply the principles of value based selling throughout a sales cycle • Fast learner of SAP portfolio and value propositions • Excellent interpersonal and communication skills • A passion for selling and winning • Motivated self starter who learns and can adapt quickly • Exceptional problem solving, communication and analytical skills • Able to adapt and function effectively in a fast-paced, changing environment • Knowledge of SAP and its products & solutions is preferred • A record of taking initiative (self-starter), driving results, and accepting increasing levels of responsibility; • Well rounded understanding of broad range of businesses and industries We recognize SAP is a fast paced, innovative environment and we have crafted a formal on boarding program. This innovative program is part of SAPs Services Sales organization and was established to rapidly introduce our new Mid-level Client Partners to the SAP's sales methodology, messaging, products, solutions and services portfolio. Additionally, this on boarding program will provide the Associate Client Partner with a community and network of professionals that they can leverage for their success. This program is designed for highly qualified and motivated sales individuals skilled in areas relevant to SAP's strategy. The program includes completing an intense Services Sales curriculum within the first 90 days of employment. This program, a mixture of classroom and shadowing, will enable and confirm sales skill readiness and will include: • Business to business selling • Territory planning and pipeline building • Discovery call planning and practicing • Lead generation and qualification • Introduction to SAP Products, Solutions and Services Portfolio • SAP resources to assist in demand generation and close process • Value based selling techniques • SAP organization structure and go to market strategy • SAP deal execution processes and tools • SAP compensation plans and how to maximize your contribution







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