Accelerated Sales Engagement Senior Specialist

Description:

You have an in-depth understanding of specific SAP solutions, relative to functionality, business value, competitive positioning in the market, and in relation to SAP’s full solution suite and overall product strategy. You are proactive in your manner; not simply asking how you can help, but leading from the front with passion, creativity and playing a vital part in the sales engagement. You understand the complexities within the buying cycle, lead with consultative solution / advisor demeanor when navigating customer conversation.
The Accelerated Sales Engagement Senior Specialist (ASE) will be familiar with, and comfortable working in, a highly matrixed environment, partnering effectively with Sales, Center of Excellence (COE), Customer Success (services, adoption, consumption, etc.), Value Add Team (VAT), Alliance Partners, and the Customer.

Responsibility for revenue target 
Net New Customer growth 
Funnel Growth (new demand/pipeline) 
A subject matter expert responsible for advocating into the field and market 

THE ROLE & OPPORTUNITY 

The Accelerated Sales Engagement Senior Specialist (ASE) is responsible for driving sales and will participate in the development of pipeline, sales enablement strategy, and execution of individual revenue targets and customer-specific outcomes (part of the NA budget/ objectives). This role is the execution of the Line of Business (LOB) operating model and Go-To-Market (GTM) strategy.

Additionally, the ASE is an extension of the Global team pertaining to the execution of the LOB operating model and GTM strategy. The ASE collaborates with other stakeholders focused on cross-brand LOB strategy, execution across all GTM segments. Individual contribution and leadership relative to creating, driving sales, and providing subject matter expertise throughout the entire sales cycle. Contribution will be measured on net new pipeline, sales, consumption, adoption, and renewals. Will be responsible for providing accurate weekly information regarding forecast reporting, ensuring accurate sales engagement detail and system hygiene. This is a critical role collaborating with the market unit field sales organization, against an accelerated timeline, to lead, drive, and enable additional sellers with an understanding of SAP’s Public Cloud solution and how to position it effectively in the marketplace.

Expectations And Tasks

LEAD & INSPIRE

Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. 
Strategy- Develop effective and specific strategic account plans to ensure revenue target delivery and sustainable growth 
Set vision and strategy for the sales team; develop specific MU sales plans to ensure growth in all measurable revenue streams 
Conduct account and opportunity reviews with leadership 
Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value 
Annual Revenue - Exceed quarterly and annual individual revenue targets 
Thought leadership Create, drive, and accelerate enablement of wider SAP sales team in collaboration with Sales & Learning, MU resources etc. 
Work collaboratively with extended sales teams – Industry, LOB, Marketing, Development, S/4HANA Center of Excellence, etc. 

CULTIVATE & GROW 

Ensure account teams and Alliance Partners are well versed in each account’s strategy and well positioned for all customer touch points and events 
Builds a network of executive relationships with internal stakeholders that can be leveraged 
Builds a foundation on which to harvest future business opportunities and accurate account information and coaching 
Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points 
Demand Generation, Pipeline and Opportunity Management 
Follow a disciplined approach to maintaining a rolling pipeline (R4Q). Maintain 4x funnel coverage to accelerate deal progression, and maintain out quarter objectives 
Leverage support organizations including Marketing, inside sales, Alliance Partners to drive net new opportunities 
Orchestrate resources: deploy appropriate teams to execute winning sales 
Maintain CRM system with accurate customer and pipeline information 

ANALYZE & INNOVATE 

Customer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape 
Leverage SAP Solutions to innovate throughout the customer journey 
Maintain whitespace analysis and execution of initiatives on customer base 
Define ideal customer profiles and account lists – across all segments 
Maintain a close understanding and appreciation of competitive solutions and support the team in competitive situations 
Tight collaboration with internal stakeholders to drive adoption & consumption, ultimately having every customer referenceable 
Utilize Value Engineering, benchmarking and ROI data to support the customer’s decision process 
Review public information (e.g., new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect 
Understand SAP’s competition and effectively position solutions against them 

 YOUR PROFILE 

Prior experience with software/IT organizations and with a demonstrated proficiency in Enterprise and/or LOB software solutions through Solution Management, Sales, Presales, Consulting, or Business Development roles 
SAP product experience and/or extensive software sales experience in Cloud offerings 
Working knowledge of cloud, Hosted Services, SaaS/ PaaS models, and cloud-based commerce/ business networks 
Leverage a professional network resulting in market, pipeline, and revenue growth for SAP. 
Can leverage industry-expertise throughout sales cycle, connecting with customer with shared industry language. 
Fluency in English or any other language is an asset. Fluency in the language of local markets is desirable. 
Education bachelor's degree (or equivalent) required, MBA or equivalent degree required from an accredited university preferred.