Solution Delivery Consultant
5 days ago
SAP is a world-leading provider of business application software and related services. We have a rich history of innovation and a strong commitment to our customers. Our culture is built on the values of collaboration, innovation, and customer focus, and we invest in our employees to inspire confidence and help everyone realize their full potential.
About the Role
The Solution Sales Executive (SSE) plays a critical role in driving cloud revenue sales motions within SuccessFactors. This position requires a strong understanding of the solution and its applications, as well as excellent communication and negotiation skills. The SSE will work closely with end-to-end account owners to identify growth opportunities and develop opportunity plans that deliver compelling solution value propositions.
Key Responsibilities
* Generate demand, manage pipeline, and close opportunities
* Develop opportunity plans containing compelling solution value propositions
* Conduct White Space analysis to identify growth opportunities
* Work with wider account team on sales campaigns
* Manage customer relationships at the solution area/buying center level
* Progress opportunities for move to cloud/expand footprint accounts or accounts which are new to the solution area
* Utilize deep knowledge of how companies operate, business models, strategies, and end-to-end business processes
* Stay informed about SAP's competition and value drivers
Requirements
* 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
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