Solution Sales Executive HCM
4 weeks ago
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. SAP SuccessFactors is a tier 1 product within the HCM space helping businesses bring HR closer to their employees, so they are more engaged, more productive, and much smarter about the way they work.
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:
1. Proven track record in business application software sales with overachievement of quota
2. 3 – 5 years of experience in sales of business software/IT solutions
3. Deep understanding of the solution and solution innovations
4. Broad understanding of the SAP solution portfolio and the business processes it enables to drive customer value conversations
5. Established relationships with account teams, Customer Business Office (CBO) teams, and relevant geo unit leaders
6. Alignment with product/solution management teams and marketing organizations a plus
7. Proven contractual and negotiation skills
8. Experience driving renewals, expansions, and up-sells of subscription or perpetual license-based solutions
9. Knowledge of financial, competitive, regulatory environment
Meet your team:
1. Excellent verbal communication skills & presentation skills
2. Strategic thinker, high degree of creativity and innovation
3. Excellent executive presence
4. Results-driven
5. Strong commercial/deal support skills, especially subscription-based
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.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: Careers@sap.com
EOE AA M/F/Vet/Disability:
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.
Successful candidates might be required to undergo a background verification with an external vendor.
Requisition ID: 402340 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Graduate | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.
Job Segment: Cloud, SAP, ERP, Sales Management, Software Sales, Technology, Sales
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