SAM Senior Specialist Job

Job description

SAM Senior Specialist JobDate: Jul 22, 2019

City: Regensdorf, ZH, CH

Company: SAP

Requisition ID: 223453
Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time

COMPANY DESCRIPTION
SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.

Services Account Manager (SAM) works closely with the SAP License organization, SAP Delivery counter-parts, customers and partners to ensure the overall success of the sale and implementation of SAP solutions and are expected to significantly contribute to the overall success of the customer relationship.

The SAM will be responsible for selling SAP Services to a defined portfolio of strategic and medium size clients in Suisse Romande region.

EXPECTATIONS AND TASKS:

In this role, you will generate demand for SAP's service offering, develop opportunity execution plans, identify key team members and resources needed to properly scope the projects to meet client needs and SAP business parameters, and manage the customer relationship from initial discussions to close of deal. You are principally the general manager of your aligned accounts and own the relationships for the SAP Consulting line of business. This role will align to both growth and existing SAP commercial accounts and as a result, a key portion of the role will be focused on opening dormant accounts. In order to develop a strong revenue backlog and individual annuity, territory planning, account development and lead generation are critical components to success. Incumbent will work closely with license, LOB and back office teams to deliver holistic, value-based business outcomes. Key responsibilities of the job are to:

Engage with client decision makers and own the relationships for the SAP Consulting line of business
Drive demand for SAP’s service offerings, develop and execute opportunity plans and create a strong revenue backlog and distinct annuity
Organize and orchestrate SAP teams and resources needed to properly scope the project(s) to meet client needs
Collaborate with virtual account teams on bid strategies, solution architecture and commercial models
Manage the sales process from initial identification through closure and “own” the sale
Play a key role alongside SAP service offerings by helping to create the value story; developing strategic win themes; providing coaching and other professional sales support for client facing presentations
Represent SAP by spending time in the field and at conferences, forums, etc. to extend the business network and support sales campaigns
Maintain accurate and timely client, pipeline, and forecast data in our systems and account receivables for his/her account portfolio

Work experience:

5+ years of experience with prior success in a substantially similar role, consulting professional, or the equivalent of an existing experienced industry focused consulting sales professional
Proven sales track record, account development, territory building and quota performance
In-depth understanding of the marketplace for SAP consulting services, clients' business issues and range of competition
Ability to develop and secure relationships with buyers, decision makers, influencers and other referral sources
Developing and utilizing pre-existing network of clients or contacts
Success in team working to develop strategies and tactics that drive wins
Support proposal development and make live oral presentations as needed that win new deals

Education and qualification:

Bachelor or master’s degree required
Business Acumen
Client service oriented with a sales mindset
Consultative sales approach
Knowledge of ERP (preferably SAP) and IT software consulting services
Account Planning and pursuit leadership
Empathic, influencing and excellent communicator
Negotiation skills
Intercultural sensitivity
Project Management skills
Networking
Self-awareness
Proficient in French and English. German is a plus

WHAT YOU GET FROM US

Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now.

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 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: Careers@sap.com ).

Successful candidates might be required to undergo a background verification with an external vendor.

Additional Locations:

Job Segment: ERP, Consulting, SAP, Pre-Sales, Solution Architect, Technology, Sales