- Understanding the challenges of prospects and customers in the territory
- Developing and executing a territory plan
- Identifying and qualifying opportunities
- Orchestrating the Virtual Account Team (VAT) including partners to develop a strategy and drive sales execution framework, by establishing clear solution, clear value and clear plan.
- Own the development and execution of programs together with the sales manager and VAT to drive pipeline & close deals
- Be responsible for building relationships with the broader SAP organisation and collaborate on account planning and execution of strategic, multi-LOB opportunities
- Drive initial introduction meetings with customers to establish themselves as a trusted advisor
- Lead efforts to establish and develop market share and revenue attainment within named accounts
- Develop repeatable best practices in securing expansion opportunities across named accounts
- Business process management, analytics or enterprise software sales
- Account management in strategic and key accounts segments across multiple industries
- Complex sales engagements which involve territory planning, account planning, and opportunity planning responsibilities
- Deal crafting and complex deal structuring for large-value opportunities
- Collaborating with large, diverse virtual account teams working on large scale, multi-LOB opportunities especially in conglomerate accounts
- Stakeholder management experience across C-level executives, B-level managers, and end-users
- Bachelor's degree in related fields (Business / Engineering or Technology)
- Ability to identify, qualify, and prioritise opportunities and related tasks
- Knowledgeable in using value-selling processes and methodologies
- Strong financial and business acumen
- Ability to tailor, articulate, and clearly communicate messages relevant to each target audience/receiver of information
- Ability to work across diverse teams, skillsets, and experience
- Ability to work under pressure and deal with complexities and ambiguities in the sales cycle
- Ability to develop trusted relationships with both external and internal stakeholders
- Problem-solving and consultative selling skills
- Thoroughness and attention to relevant details
- Ability to manage both strategic and operational responsibilities
- Multi-tasking and time-management skills to manage parallel opportunities
- Sincerely passionate about customer success, customer delight, and long-term customer relationships
- Outcome focused and not role or designation focused
- Continuous learner
- Thorough, deliberate and structured
- Strong sense of accountability
- Strong belief in maintaining integrity in selling
SAP Signavio - Kuala Lumpur, Malaysia - SAP Concur
Description
We help the world run better
COMPANY DESCRIPTION
SAP Signavio brings together all of the tools needed for the analysis of business process performance, combined with the enterprise software that is used for enabling and re-engineering business processes. Having the tools required for both process analysis and process improvement in a single package is a unique proposition in the market. This is an exciting, fast growing cloud line of business within SAP.
ROLE DESCRIPTION
The primary role of an SAP Senior Solution Sales Executive is to achieve the overall revenue goal from the assigned territory. In order to achieve this goal, the Solution Sales Executive is responsible and accountable for:
EXPECTATIONS AND TASKS
It is expected that the Solution Sales Executive be adept at creating and nurturing senior executive relationships on their own, while positioning the SAP executives and broader account team at appropriate stages of the engagement. In that capacity, the Solution Sales Executive must:
WORK EXPERIENCE
Minimum 5 years of professional experience in:
EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES