Job Description

Requisition ID: 277969
Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time

COMPANY DESCRIPTION

SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. Thats why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because its the best-run businesses that make the world run better and improve peoples lives.

COMPANY DESCRIPTION

SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprisesoftware and reinvented how business was done. Today, as a market leader in enterprise application software, we remaintrue to our roots. Thats why we engineer solutions to fuel innovation, foster equality and spread opportunity for ouremployees and customers across borders and cultures.

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We knowthat a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together wecan transform industries, grow economics, lift up societies and sustain our environment. Because its the best-runbusinesses that make the world run better and improve peoples lives.

The Senior Services Solution Advisor possesses advanced/expert level knowledge of a singular SAP Services Solution(e.g. Services Engagement, SAP S/4HANA Digital Core, HR, Innovation ) and participates in sales cycles as a memberof the virtual account team in support of the sales account strategy.

The Services Solution Advisor is a Trusted Solution Advisor for the generalist sales force in order to position the selectedServices Solution (e.g. L2 = Services Engagement) . The primary role of the Services Solution Advisor during an activesales cycle is to gain acceptance from the customer that SAP Services can solve the customers problem and how-to bestleverage the SAP Services Solution (e.g. Services Engagement, HR, Innovation ) for whichever ImplementationApproach (Customer-led, Partner-led or SAP-led) they choose for the specific Solution. They interact with identifiedprospective customers through executive meetings, discovery conversations and executive presentations and follow-updiscussions. In addition to deal support, a Services Solution Advisor collaborates with License Sales on account planningfor their specific solution areas on SCP and Key Accounts. They also develop and help drive the execution of businessdevelopment plans for their respective Service Solution areas in collaboration with the Services Sales and Sales leaders intheir assigned geo.

Demand Generation

* Working with MU Services Sales leadership, develop and execute Demand generation plans to achieve agreedlevels of sales pipleline coverage against budgets for assigned Geo, for relevant Services Solution (L2 Level ofPortfolio Hierarchy)
* Collaborate with the sales team to identify whitespace opportunities at accounts, with specific focus on adding netnew customer names and positioning the latest portfolio for relevant SAP Service Solution area , in alignment withSAP Services strategy.
* Participate in Territory and Account planning with the services sales FLSMs in nominated accounts.
* Working with Services team, identify and develop Sales plays relevant for respective Service Solution Area
* Support one-to-many sales and marketing events both on-site and remotely for the selected singular ServicesSolution (L2 Level of Portfolio Hierarchy

Sales Enablement & Readiness

* Serve as a though leader and champion for and participate as a leader for specific Solution Services and provideknowledge transfer to colleagues as needed.
* Develop and execute, with support from Services, Sales Enablement activities for assigned MU covering SAMs,AEs & Partners, as required for relevant Services Solution offerings
* Localise and enhance sales collateral prepared by Marketing and Portfolio Management to suit MU requirements
* Participate in new services release input related to their specialist L2 services solution, validate sales and assist withroll-out to Services Sales.

Deal Support

* Participate in a team-selling environment working with one or more Account Executives (AEs) and/or ServicesAccount Manager (SAMs), GADs on assigned
* Compose and deliver superior value-based sales customer specific presentations covering SAP Services for theselected Solution to prospective customer audiences. The presentations must articulate the business value, serviceengagement approach, differentiate SAP, and leave a strong and positive impression to audiences which can includeLoB and senior company executives.
* Demonstrate deep knowledge of respective SAP Service Solution area, good understanding of the overall SAPServices portfolio in order to maintain credibility with prospective customers. Provide proof points with relevantcustomer stories.
* Support RFx completion in support of customer proposals in identified customers.
* Effectively leverage Services support teams who are there to support customer success.

Experience:

* Direct quota carrying selling experience in the enterprise software and services industry. Ideally, a combination ofboth direct enterprise software sales and direct services sales. This can be variable by region.
* Background and experience in high ticket complex sales cycles. Value selling and solution selling experience andtraining. Intimate knowledge of enterprise software projects and the overall lifecycle management of enterpriseapplications.
* Knowledge of SAPs Partners, Competitors and the regional IT Industry
* Drive -The approach that brings intensity, pace, sharpness to the working life. The mindset to keep active & makesthings happen.
* Treating customers and colleagues with respect, fairness and consideration
* Ethics
* Setting Personal Objectives
* Self Awareness (knowing yourself - your strengths & your weaknesses)
* Solid experience in leading virtual teams
* Fluent in English

WHAT YOU GET FROM US
Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. Ifyoure searching for a company thats dedicated to your ideas and individual growth, recognizes you for your uniquecontributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment applynow
.
SAP'S DIVERSITY COMMITMENT
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage thequalities and appreciate the unique competencies that each person brings to the company.
SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations toapplicants with physical and/or mental disabilities. If you are in need of accommodation or special assistance to navigateour website or to complete your application, please send an e-mail with your request to Recruiting Operations Team(Americas: Careers.LatinAmerica@sap.com
Successful candidates might be required to undergo a background verification with an external vendor.

WHAT YOU GET FROM US

Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If youre searching for a company thats dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment apply now.

SAP'S DIVERSITY COMMITMENT
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team (Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com).

Successful candidates might be required to undergo a background verification with an external vendor.

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