SAP Senior Level Sales Specialist Job in Palo Alto, California

Requisition ID: 127082

Work Area: Solution and Product Management

Expected Travel: 0 - 60%

Career Status: Professional

Employment Type: Regular Full Time

Original Posting Date: September 18, 2016


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 and Objective:

SAP Industries, Inc. seeks a Senior Level Sales Specialist at our Palo Alto, CA location to be responsible for prospecting, qualifying, selling and closing new business with existing and net new customers.

Expectations and Tasks:

Bring a Point of View to the Customer engagement and use all resources to solve customer problems with appropriate SAP products. Responsible for account and customer relationship, as well as Sales and Software License and Cloud Subscription Revenue. Achieve and exceed annual revenue quota targets. Work on the creation of effective and specific account plans and sales strategy to ensure revenue target delivery and sustainable growth. Develop relationships with new and existing customers and leverage these to drive strategy through the organization. Establish strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, and value of implementation expertise). Build a foundation on which to harvest future business opportunities as well as accurate account information and coaching. Actively understand each customer's technology footprint, strategic growth plans, technology strategy and competitive landscape. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect. Responsible for designated account territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references. Develop and deliver comprehensive business plan to address customer and prospect priorities and pain points. Utilize VE, benchmarking, and ROI data to support the customer's decision process. Follow a disciplined approach to maintaining a rolling pipeline and keep pipeline current and moving up the pipeline curve. Leverage support organizations including Marketing, Inside sales, Partners, and channels to funnel pipeline into the assigned territory. Be proficient in and bring all SAP offers to bear on sales pursuits including Industry Solutions, with a strong understanding of the healthcare provider space and helping these organizations deliver on their mission of value based care. Leverage technology to help healthcare organizations better manage their people from the hire to retire process, including the contingent workforce. Advance and close sales opportunities through the successful execution of the sales strategy and roadmap. Support all SAP promotions and events in the territory. Support Sales Excellence within the organization and sell value. Maintain White Space analysis and support the execution of initiatives (up sell and cross sell) on the customer base. Align resources to deploy appropriate teams to execute winning sales and create OneSAP. Utilize best practice sales models and understand SAP's competition and effectively position solutions against them. Maintain the CRM system with accurate customer and pipeline information and lead a (Virtual) Account Team. Work with remote teams. Ensure account teams and Partners are well versed in each account's strategy and well positioned for all customer touch points and events. Maximize the value of all sales support organizations. 60% travel required.

Education and Qualifications/Skills and Competencies:

Bachelor’s degree in Computer Science, Communications, Marketing, Business, or a related field of study and 6 years of experience required. Will accept a Master's degree and 4 years of experience. Will accept one year of work experience for every year not completed towards the Bachelor's degree.

Work Experience:

Experience must include: EMR data landscape and helping healthcare organizations leverage data to make better decisions; the data base market & open sources technologies and how these are leveraged by healthcare providers & payers; developing an enterprise analytics reporting strategy; clinical data landscape as it relates to Epic and supporting customers with prepackaged analytics; the database market with a focus on in memory & open source technologies; helping healthcare providers reduce operational expenses and increase patient engagement. 60% travel required.


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: or , APJ: , EMEA: C at at ). Requests for reasonable accommodation will be considered on a case-by-case basis.

EOE AA M/F/Vet/Disability:

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, gender, sexual orientation, gender identity, protected veteran status or disability.

Additional Locations: No Selection