SAP Senior Solution Sales Executive - for SAP Leonardo Job in Riyadh, Saudi Arabia
Requisition ID: 148781
Work Area: Sales
Expected Travel: 0 - 50%
Career Status: Executive
Employment Type: Regular Full Time
As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.
PURPOSE & OBJECTIVE:
The Senior General Business Sales Executive is focused on Sales for SAP Leonardo.
SAP Leonardo brings industry-leading capabilities and products together to provide the industry’s only Digital Business System - built to not only drive innovation as companies explore digital transformation, but to scale that innovation and allow businesses to truly transform. With Leonardo, SAP will deliver thoughtfully packaged (by industry ) innovative capabilities and services to engage with new customers in the context of their business. We will also integrate the capabilities of Leonardo into our core business applications so existing customers leverage their existing SAP investments to get the benefits of these transformative capabilities at scale. Leonardo will enable companies to both rapidly innovate and seamlessly scale innovations that can transform them into digital companies .
Unlike our competition, Leonardo provides a comprehensive portfolio of innovative, integrated, simple solutions including services that can be used out of the box without requiring expensive custom build. The key elements of Leonardo are:
Innovation: New capabilities in areas such as Blockchain, Machine Learning, IoT, Big Data, and Analytics
Integration: A comprehensive and integrated portfolio that enables seamless transition from innovation to scale leveraging SAP Cloud Platform
Simplification: Modular capabilities that can be bought and consumed easily and that are easy to integrate with SAP and non-SAP systems.
Services: Design Thinking and prototyping across the portfolio to bring innovative thinking to life and accelerate customer buying cycles.
The General Business Sales Executive is responsible for focusing on complex sales engagements which are mainly partner-driven in the GB-segment. The GBSE may be specialized on industry or solutions based on the MU-market; he/she is working in conjunction with (i)PBMs and ISEs. The GBSE covers opportunities in partner- / SAP-accounts above a specific revenue threshold defined in the GTM-setup of the MU/Region. The objective is to coach the partner-sales teams on building a productive pipeline as well as maximizing the revenue via active engagements on selected opportunities.
EXPECTATIONS AND TASKS:
Solution/ Industry specialized Business Development
Aligns with PBMs on Partner Business Planning for the territory covered; identifies opportunities for further growth in the territory and becomes active, in collaboration with other GPO sales areas (PBMs, Inside Sales, etc.).
Responsible for creation, monitoring and review of business development activities around the solution- or industry- specialization area. Defines innovative approaches to generate business and executes either directly or via the partner-sales teams. Drives core strategies and actions to ensure KPI achievement.
Coaches partner sales reps to interact with prospects in large or complex SW deals in his area of solution / industry expertise in order to position the value of the respective SW or industry solution as supported by ROI, business case development, references, and supporting analyst data. Ensures high conversion rate from pipeline to deal closure, shortening of the sales process and improvement of win rate in order to achieve real volume business. Be an expert on the competition with their assigned industry and/or geography. Understand competitive threats (e.g., how to beat the competition).
Drives deal closure by inserting him-/herself in big and complex opportunities of partners assigned. Balances his direct / indirect activities in order to maximize the revenue in the territory assigned.
Enables partners to independently drive business with the following resources:
partner demand generation plan to build a business pipeline
partner competency plan to ensure partner resources are trained on the latest solution and sales content,
partner resource utilization plan so partners have full access to and are utilizing SAP tools and methodologies
presales coaching plan for existing and new partners
Generally will be focused on volume segment and ensure alignment with Indirect Channel Mgt (respective Partner Business Managers, Inside Partner Business Managers) and Inside Sales based on key channel economics. Where available will act in strong interrelationship / be co-located with similarly specialized sales roles (e g specialized AEs in Enterprise segment in regional centers of Expertise)
Monitoring the effective and appropriate use of SAP assets (i.e., Presales) by partners.
Reporting on sales progress throughout the year; identification of deviations from plans agreed and actively engaging in measures to deliver goals agreed to.
- 10 Minimum 5 years’ experience in sales & indirect sales
EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES :
Knowing or having successful experience in multi channel go to market models
Understanding the principles of solution & cloud selling through Partners
Local market knowledge and understanding
Business level English and Business level local language
Bachelor’s degree (or equivalent) required
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 interested in applying for employment with SAP and 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 ). Requests for reasonable accommodation will be considered on a case-by-case basis.