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Thứ Tư, 19 tháng 2, 2014

Solution Principal - SAP Business Suite Powered by HANA Job - SAP - United States

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Ref-Code: US-58222135-EN-14-004

Work area: Sales

Expected travel: 0% - 40%

Career status:

Employment type: Regular Full Time


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 Solution Principal builds demand and supports SAP Business Suite on HANA (SoH) opportunities in North America. This individual acts as a key customer facing expert, providing senior strategic business development and sales cycle support on 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 coverage, solution pipeline maturity, revenue, and in elevating SAP's leadership position in a solution/LoB segment. Leverages solutions and industry expertise ensuring business critical & innovative results. Responsible for delivery of pipeline outcomes. Executes solution/LoB segment functional business plans integrating functional and financial objectives. Represents SAP externally and internally on specific solution/LoB segment subject matters. Area 1: Identification, development, and execution of targeted business development campaigns and pipeline development; 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 create, deliver, 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.


The primary focus of this role is to drive and support customer landscape transformation discussions and projects. This individual will also create innovative programs and scalable approaches to drive more Suite on HANA sales and customer adoption. 1. Qualify SoH pipeline opportunities for detailed technical evaluation. 2. Lead TCO analysis and create deliverables. 3. Support pipeline opportunities. 4. Enablement of VAT teams (solution engineers, value engineers, industry principals). The architect articulates SAP solutions and technology, innovative solutions, landscape transformation strategies, calculating total cost of ownership to senior executives and key stake holders. They also build and maintain strategic partnerships with MU and BU Sales leaders, customers, partners and internal Solution leaders. Represents SAP externally on strategic technology offerings.


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