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 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.
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.
ROLE DESCRIPTION The primary role of an SAP Intelligent Spend Management, Solution Sales Executive is to achieve the overall revenue 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.EXPECTATIONS AND TASKS It is expected that the Solution Sales Executive be adept at creating and nurturing senior executive relationships. They 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 planningDrive 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 opportunitiesKnowledgeable in using value-selling processes and methodologiesStrong financial and business acumenAbility to tailor, articulate, and clearly communicate messages relevant to each target audienceAbility to work across diverse teamsAbility to work under pressureAbility 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 skillsSincerely passionate about customer successOutcome focusedContinuous learnerStrong sense of accountabilityStrong belief in maintaining integrity in sellingBring out your best
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