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Thứ Hai, 17 tháng 2, 2014

Services Sales Engagement Manager, Big Data -South Job - SAP - Irving, TX

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Ref-Code: US-58302623-EN-14-002

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 SSEM works closely with the License organization, Delivery organization, customers and partners to ensure the overall success of the sale and implementation of SAP HANA and Big Data solutions and business processes. The SSEM is expected to create strong and lasting relationships, achieve "trusted advisor" status with assigned customers, expand the services footprint and meet annual booking and margin targets, while maintaining a high degree of customer satisfaction to develop referenceable customers. The SSEM also bears responsibility for team deployment and execution consistent with the identified accounts and is expected to play a significant role in the execution of the Customer relationship. SERVICES SALES PROFESSIONAL ON B0ARDING PROGRAM 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 SSEM 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


EXPECTATIONS AND TASKS


Evaluate customers and territory for revenue opportunities. Forecast 3X pipeline for future accounts; change forecasts for bookings in current accounts in CRM & other appropriate systems. Meet annual services booking, and margin targets by identifying and managing service opportunities through the business development lifecycle to sales orders. Develop an account strategy in a sophisticated and complex business environment, negotiate services contracts and effectively close business. Position/present SAP HANA Services products/solutions, implementation framework and methodologies to prospective customers and organize/lead appropriate resources to the account to achieve services sale/upgrade/additional revenue. Manage key Services issues on key accounts --- escalation strategy, upgrade strategy, resource strategy,Partner managament and general information. Coordinates with internal resources to manage each to resolution.


WORK EXPERIENCE



  • 3 to 7 years experience in business to business selling. •Experience selling BI and/or Big Data solutions. •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 HANA Services, 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


EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES

Bachelor's Degree Preferred location is TX




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