Job Detail

Requisition ID: 188208
Work Area: Sales
Expected Travel: 0 - 60%
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. That’s 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 it’s the best-run businesses that make the world run better and improve people’s lives.

PURPOSE AND OBJECTIVES

The primary goal of the Services Sales Account Manager (SAM) is to achieve and exceed an overall booking and revenue quota for SAP Services.  This role works closely with the SAP License organization, SAP Delivery counter-parts, clients and partners to ensure the overall success of the sale and implementation of SAP solutions.The SAM must have a good command of the sales process and be able to progress an opportunity through each stage in the sales cycle for a successful close.  This requires the ability to research a client’s situation, conduct client discovery sessions, match client needs to SAP solutions and services, and communicate value to clients.  The role must utilize all of the resources available to generate demand, progress the lead through the client decision process, and close the deal.  This requires skills in understanding the client’s decision-making process and an ability to identify and utilize champions to progress the deal forward.

What we expect you to do:

The SAM is responsible for selling SAP consulting services to a defined portfolio of three strategic client. He/She will focus on developing pipeline and closing deals. Key responsibilities of the job are to:

• Engage with client decision makers and own the relationships for the SAP Consulting line of business


• Drive demand for SAP’s service offerings, develop and execute opportunity plans and create a strong revenue backlog and distinct annuity


• Organize and orchestrate SAP teams and resources needed to properly scope the project(s) to meet client needs


• Collaborate with virtual account teams on bid strategies, solution architecture and commercial models


• Manage the sales process from initial identification through closure and “own” the sale


• Play a key role alongside SAP service offerings by helping to create the value story; developing strategic win themes; providing coaching and other professional sales support for client facing presentations


• Represent SAP by spending time in the field and at conferences, forums, etc. to extend the business network and support sales campaigns


• Maintain accurate and timely client, pipeline, and forecast data in our CRM and other appropriate systems and account receivables for his/her account portfolio

Work experience:

• 10+ years of experience with prior success in a substantially similar role, consulting professional, or the equivalent of an existing experienced industry focused consulting sales professional


• Proven sales track record, account development, territory building and quota performance


• In-depth understanding of the marketplace for SAP consulting services, clients' business issues and range of competition


• Ability to develop and secure relationships with buyers, decision makers, influencers and other referral sources


• Developing and utilizing pre-existing network of clients or contacts in Suisse Romande Region


• Success in team working to develop strategies and tactics that drive wins


• Support proposal development and make live oral presentations as needed that win new deals

Education and qualification:

• Master’s Degree required


• Business Acumen


• Client service oriented with a sales mindset


• Consultative sales approach


• Knowledge of ERP, SAP and IT software consulting services


• Account Planning and pursuit leadership


• Empathic, influencing and excellent communicator


• Negotiation skills


• Intercultural sensitivity


• Project Management skills


• Networking


• Self-awareness


• Proficient in French and English. German is a plus

Are you looking for a compelling career or an exciting adventure? At SAP, you don’t have to choose. As the global leader for business software, SAP helps companies in more than 25 industries and has employees in 130+ countries—which means tons of opportunities for you to grow and expand your career. As the inventor and visionary that reimagines what’s possible in the digital economy, SAP is changing the game of business as we know it. At SAP, you can bring everything you are and become everything you want.

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 you’re searching for a company that’s 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.

Additional Locations: 

Job Segment:Account Manager, ERP, SAP, Consulting, Sales, Technology