Accelerated Sales Engagement Senior...

About SAP

SAP helps the world run better. Our company culture fosters collaboration and a shared passion for improving global operations. We focus on building the foundation for tomorrow, creating a workplace that embraces diversity, values flexibility, and aligns with our purpose-driven, future-focused mission. We offer a highly collaborative and supportive team environment with a strong emphasis on learning and development, recognition for individual contributions, and diverse benefit options.

What you will do

The primary objective of the Rise with SAP Senior Solution Specialist is to achieve revenue goals. This involves collaborating with the Market Unit S/4 HANA Cloud RISE Leader, Industry Account Teams, Pre-Sales, and other functions to accelerate customer adoption of Cloud ERP and initiate their Rise with SAP journey.

You will be responsible for identifying, qualifying, and developing Rise opportunities across the Market Unit. This includes creating opportunity plans that articulate the value proposition of Rise with SAP and its associated services for potential and existing customers.

This role requires deep expertise and experience in selling Cloud Services, with the ability to independently build and nurture senior executive relationships, while also positioning the SAP executive team effectively.

Sales Strategy and Execution

• Drive the adoption and execution of an end-to-end customer engagement framework, encompassing upstream (sales, functional advisory, value advisory, cost optimization) and downstream (operational, cloud infrastructure, and delivery advisory) services to customers, aiming to boost sales and deliver growth.
• Create incremental pipeline through direct engagement, collaboration with the Sales field, leveraging the ecosystem, and demand management activities.
• Engage with the Sales field on deal strategy and throughout the full opportunity lifecycle as needed.
• Effectively advise and influence customers, particularly in defining business needs, decision criteria, and establishing an ROI framework, utilizing consultative selling techniques and relevant marketing/sales campaigns.
• Consult with the Sales field on deal execution, focusing on area-specific contracting and deal structuring.
• Support a consistent forecast process from market unit/country to region.
• Execute the sales strategy to acquire a significant number of new logos at scale.
• Meet quarterly linearity targets, including month-to-month targets.

Pipeline and Opportunity Management

• Partner closely with industry teams and the Rise with SAP organization to develop and execute programs that drive pipeline and close opportunities.
• Collaborate with the market unit and regional RISE with SAP teams (and the wider Value Advisory Team - VAT) to educate target accounts on the solution set and conduct account planning for strategic deals.
• Work with VAT teams on targeted sales campaigns.
• Uncover and manage large sales cycle-based opportunities as directed by the S/4HANA Cloud Market Unit Leader.
• Navigate the internal network with a customer-first approach.
• Ensure opportunities are developed and closed by providing leadership from initial engagement through to closure.
• Lead by example in front of key/strategic customers, delivering compelling customer engagements, proposals, and commercial options.
• Implement robust sales practices around deal qualification and closure processes.
• Execute a process that ensures scalable deal execution, focusing on both the current quarter and future quarters (CQ+1, CQ+2) to ensure sustainable business growth.

What you bring

• A minimum of 12 years of experience in SAP products and/or SAP sales.
• Working knowledge of cloud, Hosted Services, SaaS/ PaaS models, and cloud-based commerce/business networks.
• Ability to leverage a professional network to drive market intelligence, pipeline, and revenue growth for SAP.
• A proven track record of success within the relevant industry area, with extensive customer-facing experience.
• Experience in a lead role within a team selling environment.
• 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.

Location: Mumbai & Delhi

SAP innovations help over four hundred thousand customers worldwide work more efficiently and leverage business insights more effectively. Originally recognized for leadership in enterprise resource planning (ERP) software, SAP has evolved into a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and over one hundred thousand employees globally, we are purpose-driven and future-focused, embracing a highly collaborative team ethic and commitment to personal development. We help ensure every challenge is met with the right solution, whether connecting global industries, people, or platforms. At SAP, you can bring out your best.

SAP fosters a culture of inclusion, prioritizing health and well-being, and offering flexible working models to ensure everyone feels included and can perform at their best. We believe our strength lies in the unique capabilities and qualities each person brings, and we invest in our employees to build confidence and help them realize their full potential. Our ultimate goal is to unleash all talent and contribute to a better, more equitable world.

SAP is committed to being an equal opportunity workplace and an affirmative action employer. We uphold the values of Equal Employment Opportunity and provide accessibility accommodations for applicants with disabilities. If you require accommodation or special assistance to navigate our website or complete your application, please contact our Recruiting Operations Team via email at Careers@sap.com.

For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, subject to the SAP Referral Policy. Specific conditions may apply for Vocational Training roles.

EOE AA M/F/Vet/Disability: Qualified applicants will receive consideration for employment without regard to age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, etc.), sexual orientation, gender identity or expression, protected veteran status, or disability. Successful candidates may be subject to background verification by an external vendor.

Requisition ID: 429615 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.