Business Solutions Strategist
4 days ago
SAP's vision is to empower organizations to run better and achieve more. As a Regional Accelerated Sales Representative, you will play a crucial role in driving growth and revenue for our clients.
The role of the CFO continues to evolve as organizations navigate rapid geopolitical changes. This shift has driven up demand for financial applications, with the market size reaching $40.9B in 2022 according to IDC. At SAP, we recognize the importance of the CFO in transformation journeys and require early engagement with account teams to position Finance-led RISE / GROW transformations.
The oCFO ASE team's primary responsibilities include prospecting, qualifying, selling, and closing new business to existing and net new customers. The Account Executive brings a Point of View to customer engagements, using all resources to solve customer problems with appropriate SAP portfolio of oCFO solutions (Finance, Working Capital Management, GRC, and QTC Solutions).
Key Responsibilities:
- You will be responsible for the SAP portfolio of oCFO solutions Software License Revenue for the region you support.
- Annual Revenue - Achieve / exceed quota targets.
- Sales strategies - Align SAP solutions with customer strategic objectives - Develop best practice account plans to ensure revenue target delivery and sustainable growth.
- Trusted advisor - Establish strong management and CFO relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise).
- Customer Acumen - Actively understand each customer's technology footprint, strategic growth plans, technology strategy and competitive landscape.
- Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles.
- Business Planning – Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points.
- Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline.
- Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
- Build and share best practice sales and negotiation skills.
- Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
- Understand SAP's competition and effectively position solutions against them.
- Maintain CRM system with accurate customer and pipeline information.
Requirements:
- 5+ years of experience in sales of complex enterprise Software ideally with Finance, Treasury, GRC and Order to Cash SaaS solutions.
- Experience selling and aligning sales strategy with business model innovations and digital transformations against customer challenges.
- Track record of consistent over-achievement of quotas, revenue goals and the ability to effectively identify and sell to C-level executives.
- Business acumen to communicate at the CFO, CTO, CIO, Product Management, Sales, and other CxO levels.
- Understanding of Financial and Order to Cash processes and business value.
- Multi-industry sales experience.
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