Regional Accelerated Sales Representative (oCFO ASE) At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.
PURPOSE AND OBJECTIVES
The role of the CFO continues to expand as organizations strive to address the rapid geopolitical changes impacting our global economy. This evolution has driven up the demand for financial applications to the tune of $40.9B market size in 2022 according to IDC. At SAP, we recognize the importance of the CFO in the overall transformation journey and thus require early engagement with account teams to position a Finance-led RISE / GROW transformation. In 2024, we are expecting a 37% growth rate for Finance, Risk, Quote to Cash & Taulia solutions. This, combined with a new Enterprise Performance Management strategy, has driven the need for an Accelerated Sales Engagement (oCFO ASE) team.
The oCFO ASE'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 the Customer engagement; uses all resources to solve customer problems with appropriate SAP portfolio of oCFO solutions (Finance, Working Capital Management, GRC, and QTC Solutions).
What You'll Do:
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 the customer's strategic objectives - Develops best practice account plans to ensure revenue target delivery and sustainable growth.
Trusted advisor - Establishes strong management and CFO relationships based on knowledge of customer requirements and commitment to value.
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.
Demand Generation, Pipeline and Opportunity Management
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.
Orchestrate resources: Deploy appropriate teams to execute winning sales cycles utilizing best practice models.
Understand SAP's competition and effectively position solutions against them.
Maintain CRM system with accurate customer and pipeline information.
What you bring:
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.
EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:
Proven track record in business application software sales.
Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative, and competitive market.
Exceptional contractual and negotiation skills.
Business level English: Fluent.
Bachelor equivalent: yes.
Bring out your best
SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management.
We win with inclusion
SAP's culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. SAP is proud to be an equal opportunity workplace and is an affirmative action employer.
EOE AA M/F/Vet/Disability:
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Requisition ID: 399598 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.
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