Solution Sales Executive - [FAB - Fieldglass, Ariba, Business Network]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. 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.
Please Note: The role is based in SydneyWe will prioritise applications currently residing in Australia given restricted visa and relocation availability.SAP Ariba, SAP Fieldglass, and SAP Business Network are the leading providers of spend management solutions globally. Together, they enable companies to discover, connect, and collaborate with a global network of partners in a cloud-based environment. Over 500,000 companies worldwide rely on these solutions to streamline inter-company commerce and drive better outcomes.
ROLE DESCRIPTION The primary role of an SAP Intelligent Spend Management, Solution Sales Executive is to achieve the overall revenue goal. To achieve this goal, the Solution Sales Executive is responsible and accountable for:
Understanding the challenges of prospects and customers in the territoryDeveloping and executing a territory planIdentifying and qualifying opportunitiesOrchestrating 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.EXPECTATIONS AND TASKS The Solution Sales Executive must:
Own the development and execution of programs together with the sales manager and VAT to drive pipeline & close dealsBuild relationships with the broader SAP organization and collaborate on account planning and execution of strategic, multi-LOB opportunitiesDrive initial introduction meetings with customers to establish themselves as a trusted spend management advisorLead efforts to establish and develop market share and revenue attainment within named accountsDevelop repeatable best practices in securing expansion opportunities across named accountsWORK EXPERIENCE 5+ years of professional experience in:
Account management in strategic and key accounts segments across multiple industriesComplex sales engagements that involve territory planning, account planning, and opportunity planning responsibilitiesDeal crafting and complex deal structuring for large-value opportunitiesCollaborating with large, diverse virtual account teams working on large-scale, multi-LOB opportunitiesStakeholder management experience across C-level executives, B-level managers, and end-usersEDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES Bachelor's degree in related fields (Business / Engineering or Technology)Ability to identify, qualify, and prioritize opportunities and related tasksKnowledgeable in using value-selling processes and methodologiesStrong financial and business acumen and ability to relate spend management solutions with financial impact and business outcomesAbility to tailor, articulate, and clearly communicate messages relevant to each target audienceAbility to work across diverse teams, skillsets, and experienceAbility to work under pressure and deal with complexities and ambiguities in the sales cycleAbility to develop trusted relationships with both external and internal stakeholdersProblem-solving and consultative selling skillsThoroughness and attention to relevant detailsAbility to manage both strategic and operational responsibilitiesMulti-tasking and time-management skills to manage parallel opportunitiesSincerely passionate about customer success, customer delight, and long-term customer relationshipsOutcome focused and not role or designation focusedContinuous learnerThorough, deliberate, and structuredStrong sense of accountabilityStrong belief in maintaining integrity in sellingBring 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.
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. SAP is proud to be an equal opportunity workplace and is an affirmative action employer.
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