SAP Cloud Solution Sales Engagement Manager Job in s-Hertogenbosch, Netherlands
Requisition ID: 123077
Work Area: Sales
Expected Travel: 0 - 50%
Career Status: Professional
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 AND OBJECTIVES
SAP is the leading business software company in the world. In addition to its standard software portfolio, SAP develops custom specific solutions for its customers – on premise and on cloud - in order to innovate and build competitive advantages. These solutions are built on the newest and leading edge SAP technologies, e.g. HANA Cloud Platform (HCP). Custom Development is one of SAP’s strategic initiatives, growing rapidly and contributing substantially to SAP’s software results.
To further strengthen our sales team at a regional level in EMEA North, we are looking for Custom Development Solution Sales Engagement Managers (f/m) positioning Cloud Customer Applications and Extentions across their entire region.
The CD Cloud Solution Sales Engagement Manager (SSEM) primarily sells Cloud Extentions for SAP’s public cloud services and new developed customer-specific applications on the Hana Cloud Platform (HCP). She/he supports the account teams in identifying, driving and closing opportunities in the area of Customer Experience (CEC/C4x), Workforce Management (SFSF, Concur), Digital Assets & IoT, Business Networks (ARIBA) and ByD. She/he leverages the SAP organization (product teams, license sales, consulting) to drive innovation at our customers, working closely aligned with the account team (Services Account Manager/Client Partner, Account Executives) and LoB Sales forces. She/he mobilizes and orchestrates the necessary resources within the organization to assess and qualify customer’s requirements, estimate efforts, define pricing of the solution, build the business case, define and present the value proposition, negotiate the contract and close the deal. As part of a global community lead by the CD Cloud Service Center (CSC) G2M Office, she/he is leveraging SAP solution architects, industry experts, onshore/offshore SAP execution teams, possibly partnering with System Integrators to offer the best solution to the customer.
EXPECTATIONS AND TASKS
As CD Solution Sales Engagement Manager, you will be responsible for the SAP Custom Development cloud extention pipeline, bookings and revenue targets by maximizing and growing our business in the area of Cloud CAEs in close collaboration with the License Sales, LoB Sales and Services Sales organization.
Expected main tasks:
Seize CD CAE bookings/revenue targets in the sales cycle
Establish, protect and cultivate relationships to sales and customers
Successful positioning of cloud extentions to extend footprint at SCP accounts in the cloud arena
Develop Sales and GTM Strategy for cloud with the respective sales organizations and line of business representatives
Conducts enablement sessions for the entire sales community to promote cloud extentions in the MU and/or region
Create and drive demand generation activities, develop and execute sales plans, conduct pipeline & alignment calls, etc.
Work closely with account teams and leverage the CD organization to identify and manage opportunities, understands customer’s buying center, develop and present value proposition define competitive pricing, negotiate contracts and close deals.
Facilitates internal contractual discussions between account teams, CD Organization, Risk Management, Compliance, Controlling and Legal.
The Cloud extention business is the fastest growing business with SAP Custom Development. In order to position SAP CD Cloud Extentions and Applications the candidate must have experience in selling one of SAP’s public cloud solutions or services. Cloud project delivery experience and knowledge about run and maintain of a public cloud solution is an advantage. She/he must be able to gain trust of the account teams, understand customer requirements, position unique selling points at customer and leverage delivery mix capabilities to offer competitive pricing. She/he is resilient and able to assert her/himself internally and at customer. She/he must have the willingness to drive sales opportunities and close them successfully, must be able to work in a matrix organization aligning with several internal and external stakeholders, mobilizing resources for a common objective: winning a sales opportunity.
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES
University degree or equivalent
3-5 years of experience in selling complex Cloud Solutions, preferably SF, C4C, Ariba, HCP/IoT and/or Hybris commerce
Extensive and deep network in the one of the above mentioned LoBs
Experience in project management and in SAP Cloud project delivery is an advantage
Customer focus, sales skills and winning attitude is key
Strong sense of teamwork, organization, resilience, motivation and positive attitude
Intercultural sensibility, ability to work in a multicultural environment
Excellent presentation and communication skills
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: firstname.lastname@example.org ). Requests for reasonable accommodation will be considered on a case-by-case basis.
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