Solution Sales Executive HCM

4 weeks ago

Dublin, Dublin City, Ireland SAP SE Full time
At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.

Solution Sales Executive (SSE) focuses on solution specific sales for the cloud revenue sales motions within SuccessFactors that solve customer business challenges by closely working with end-to-end account owners during selection and expansion stages. The SSE brings in SuccessFactors domain expertise, articulates the expected value to customers to achieve their outcomes, renews the solutions and helps the customers grow their relationship with SAP through expansion to additional solutions. SAP SuccessFactors is a leading suite of cloud-based talent management and human capital management (HCM) software.

What you'll do:
The Solution Sales Executive (SSE) partners with the end-to-end account owner to drive SuccessFactors sales motions, bring in domain expertise to solve customer business challenges, and grow the customer's SAP footprint through renewal and expansion to support long term customer success.

1. Generate demand, manage pipeline, and close opportunities
2. Develop opportunity plans containing compelling solution value propositions
3. Conduct White Space analysis to identify growth opportunities
4. Work with wider account team on sales campaigns
5. Manage customer relationships at the solution area/buying center level
6. Progress opportunities for move to cloud/expand footprint accounts or accounts which are new to the solution area
7. Utilize deep knowledge of how companies operate, business models, strategies, and end-to-end business processes
8. Stay informed about SAP's competition and value drivers
9. Leverage SAP's comprehensive team of experts and industry knowledge to effectively address customer needs
10. Build customer participation in relevant SAP communities, programs, and events
11. Facilitate collaboration with the partner ecosystem

What you bring:

• Proven track record in business application software sales with overachievement of quota

• 3 – 5 years of experience in sales of business software/IT solutions

• Deep understanding of the solution and solution innovations

• Broad understanding of the SAP solution portfolio and the business processes it enables to drive customer value conversations

• Established relationships with account teams, Customer Business Office (CBO) teams, and relevant geo unit leaders

• Alignment with product/solution management teams and marketing organizations a plus

• Proven contractual and negotiation skills

• Experience driving renewals, expansions, and up-sells of subscription or perpetual license-based solutions

• Knowledge of financial, competitive, regulatory environment

Skills you'll use:
Professional Skills
Learning Agility
Collaboration
Complex Problem Solving
Creative Thinking
Effective Communication

Tech Industry & SAP General Skills:
Agile Methodology
Process Improvement
Software as a Service (SaaS)
Cyber Security
Key Performance Indicators (KPIs)
SAP Cloud Suite Portfolio
RISE and GROW with SAP

Role Specific Skills:
Net New Sales
Competitive Positioning
Customer Engagement
Demand Generation
Customer Value Proposition
Demonstration Skills
Industry Knowledge
Negotiation
Overcoming Objections
Relationship Building

Bring out your best

SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.

We win with inclusion

SAP's culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.

Requisition ID: 402340 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Graduate | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.

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