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Thứ Tư, 12 tháng 2, 2014

MCaaS Acquisition Account Executive - Bay Area Job - SAP - Palo Alto, CA

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Ref-Code: US-58298488-EN-14-002

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.The MCaaS Acquisition Sales Account Executive is responsible for recruiting and acquiring new partnerships and pursuing net new business revenue in an assigned geography. Additionally, the MCaaS AE is responsible for leading a network of internal and external partnership resources throughout the sales cycle to generate maximum incremental pipeline and revenue for SAP and SAP's commercial and technology partners. Results are achieved by developing sell-in and sell-thru partnership business and sales strategies, identify and develop joint go-to-market solutions and execute a sales go-to-market plan that enables SAP's Partners to extend their market reach and acquire new revenue and market share via a MCaaS services delivery model. MCaaS sales are critically important to SAP establishing a leading position in the platform services delivery ecosystem, building and extending our market leading solution offerings, and in gaining a competitive advantage.


EXPECTATIONS AND TASKS


 Directly interact with prospects and partners to develop and transact committed MCaaS revenue/sales in specified geography or named commercial or technology partnership accounts  Be the subject matter sales expert for acquiring new partnership and customer MCaaS business  Prospect new companies as potential customers of SAP's MCaaS solutions utilizing SAP's Marketing resources and submission of MCaaS business plans, RFP's and RFI's as appropriate  Assemble, prepare, and manage the Virtual Account Team consisting of Sales Associates, MCaaS Deployment Specialists, OEM and MCaaS Service Partners and other relevant roles so that SAP's 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 and pipeline information. Timely and complete administrative tasks like expense reports, trainings and certifications  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 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


WORK EXPERIENCE


 8+ years in a direct / revenue focused sales role with a Top Tier software company  MCaaS or OEM selling experience with a top managed services route to market company in the software industry  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)


EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES


 Demonstrated success at software sales with partnership and MCaaS or OEM routes to market  Expert understanding of solution/structured and industry selling approach  Ability to identify & influence senior mgmt (both customers & SAP's senior management), able to generate buy-in, make quick solid decisions  Understanding of business plans, 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  Results driven  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  Utilize in-depth knowledge, advanced problem solving skills and an awareness of SAP America priorities to achieve stated results  Bachelor's Degree Required - Business or Sciences Preferred







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