SAP Signavio

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:

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.

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:

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

WORK EXPERIENCE

Minimum 5 years of professional experience in:

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

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES

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

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