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Thứ Sáu, 25 tháng 10, 2013

Solution Principal Job - SAP - United States

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Ref-Code: US-57783348-EN-13-002

Work area: Sales

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.Solution expert provide senior strategic sales cycle support on Product/LoB specific solutions. In focused solution/LoB segments, responsible for demand generation, solution/LoB pipeline build strategies and development of scale initiatives resulting in increased solutions/LoB pipeline, revenue and in elevating SAP's leadership position in a solution/LoB segment. Leverages solutions expertise ensuring business critical & innovative results. Responsible for delivery of outcomes. Executes solution/LoB segment functional business plans integrating functional and financial objectives. May represents SAP externally and internally on specific solution/LoB segment subject matters.


EXPECTATIONS AND TASKS


Area 1: Identification, development, and execution of targeted sales opportunities; act as key expert in SAP's solutions/LoB portfolio and serve as a primary conduit between Solutions Management, Global and Regional LoB/ ISG and field sales organizations to oversee, influence and track the execution of key LoB /solution field sales priorities. Area 2: Lead and execute the GTM plans for the solution/ LoB; contribute and validate high-quality business plans which clearly articulate solution/ LoB strategy, GTM activities and key execution steps. This could include areas such as: enablement, launches, ramp-up, solution strategy and roll-in, pricing, investment cases, M&A, strategic partnering. Area 3: Assume a leadership role in devising solutions strategies in targeted sales cycles; drive solution/LoB credibility to influence the markets opinion of SAP's solutions offerings. Devise comprehensive strategies to engage partners in areas such as business development, packaged solution development and solution/LoB cross-selling. Package tactical sales plays tailored to specific target segment and positioning - considering product lifecycle and adoption. Act as trusted advisor for customers; role model SAP's values. Help customers become best run businesses in their industry. Tasks: Provide standardized approaches for value based sales activities on focus solutions/LoB. Enable the field and support roll -out of new field training; conduct in class training for specific solutions/ Lobs and contribute to e-learning content. Provide on demand access for solution/LoB specific expertise; engage with customers on a case by case basis.


WORK EXPERIENCE


 Professional experience with large, multi-national software/IT organizations and with a demonstrated expertise of at least one solution segment/LoB (e.g. through Solution Management, Sales, Consulting or Business Development roles). SAP product experience and/or 8-15 years prior relevant solutions/LoB experience. Viewed as solutions/LoB expert across SAP, capable of leveraging an extensive network on behalf of SAP resulting in pipeline and revenue growth. Proven track record of success in the selected solution/ LoB area. Customer facing experience. Fluency in English, any other language an asset. Fluency in the language of local markets desirable.


EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES


 Bachelors degree (or equivalent) required, MBA or equivalent degree required from accredited university preferred







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