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Accelerated Sales Engagement, Sr. Specialist
SAP Sales Performance Management (SPM) is a comprehensive Incentive Management / Compensation Management platform that maximize sales performance with effective sales planning, automated processes, and impactful incentive compensation management that enables companies to optimize outcomes with better planning, experiences, and insights. Allowing companies to reduce costly payment errors and time-consuming disputes, increase operational agility to speed growth and manage at scale, unify experiences and achieve goals while saving time and costs, and motivate sales, shape/align behavior to corporate goals, and increase revenue.
We are seeking Accelerated Sales Engagement (ASE) candidates to focus on the exciting growth of SAP Sales Performance Management. The ASE will be responsible for executing on SPM GTM to achieve budget and build a sustainable, repeatable business. ASEs will collaborate with their global peers in the SAP Industry Market Unit sales teams and make SPM a key strategic differentiator for SAP in the region. The ASE will work in conjunction with the SPM Global Leadership Team, Sales, Solution, Product, Engineering, Customer Success, and Marketing. The successful candidate will bring strong sales strategy and execution expertise along with a multi-faceted leadership approach to drive SPM growth in the region.
KEY RESPONSIBILITIES AND TASKS
Lead the planning, design, due diligence, and implementations of strategic business objectives to successfully reach SPM goals for the region. Manage the full sales cycle. Leverage and coordinate cross-functional (Industry AEs, VAT, Partners, Services, Product Management) to efficiently navigate complex sales cycles. Act as a trusted advisor in sales cycles. Come with a strong “Hunter” mindset that will support SAPs Customer Value Journey (Explore Potential, Build the Vision, Deliver the Promise, Maximize Value, Innovate and Grow) vision and identify expansion opportunities in our existing customer base. Own/provide direction to strategic account plans - including customer profiles and targeted programs by working closely with the MU/regional sales, marketing, Pre-Sales, and SPM team members. Assist in creating and executing on demand generation programs within the region to support SPM budgetary goals. Partner across SAP Industry AEs, Industry Business Units (IBUs) to build and expand relationships with key executives and decision-makers. Be an evangelist on must-win SPM accounts. Develop category, industry or regional specific points of view, methodologies, best practices, and growth strategies that can be repurposed across the region to drive better outcomes for customers and SAP. Develop and deploy enablement sessions for internal and partner sales teams to supplement and grow their selling skills. Assist the Customer Success Partners and Renewal reps in analyzing and securing SPM renewals and drive increased transactional SPM upsell revenue and compliance.
EXPERIENCE AND EDUCATIONAL REQUIREMENTS
5 to 7 years of meeting\exceeding quota at a SaaS provider. Leads disciplined sales processes including pipeline growth and accurate forecasting. Experience in selling cloud solutions with a strong focus on both generating new business and growing existing business. Strong expertise and experience in selling Sales Performance Management solutions to C-Suite and Business Teams across Sales, Sales Operations, Finance, and IT. Expertise in key industries include Financial Services/ Insurance, Retail, High Tech, Telecom/Utilities, and Life Sciences.
To be successful in the role, you must be able to:
Harmonize and distill complex and disjointed data points (competitive / industry trends, enterprise processes around total compensation and Sales Performance Management, SAP product knowledge and limitations) into strategic positioning. Individual sales leadership mentality: Must be an accomplished senior sales professional with sound reputation and a successful track record in leading sales processes by leveraging internal resources to amplify SAPs capabilities. Customize strategies, build capabilities, and achieve revenue growth, with equal focus on selling directly to end-customers and selling internally by tailoring influence and stakeholder management to navigate around issues with organizational agility. Be recognized as a visionary and trusted advisor in customer engagements.
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. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.
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. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility 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: Careers@sap.com.
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.
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.
Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 132,000 - 281,400 USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.
Requisition ID: 413050 | Work Area:Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid