SAP Enterprise Social Business (Senior) Product Expert Job in Walldorf/St. Leon-Rot, Germany
Requisition ID: 132052
Work Area: Software-Design and Development
Location: Walldorf/St. Leon-RotLocation Singapore also possible!
Expected Travel: 0 - 30%
Career Status: Professional
Employment Type: Regular Full Time
SAP’s vision is to help the world run better and improve people’s lives.
As the cloud company powered by SAP HANA®, SAP is a market leader in enterprise application software, helping companies of all sizes and industries run better. SAP empowers people and organizations to work together more efficiently and use business insight more effectively. SAP applications and services enable our customers to operate profitably, adapt continuously, and grow sustainably.
At SAP, we believe in the power of collaboration and empower our employees to perform at their best in an environment that encourages free and open expression of ideas. You’ll work alongside creative thinkers who share your interests, while turning big ideas into reality for our customers. With innovative job training, mentors to help you grow, and the flexibility to balance your work and personal life, you’ll be able to get more out of your career. It’s no wonder that some of the sharpest minds from around the world are working for a company that is consistently recognized as a global top employer.
Now it’s your turn to take the next step and help make the world Run Simple.
PURPOSE AND OBJECTIVES
Our mission in the SAP Jam Business Development team is to innovate and drive the revenue growth of SAP’s social collaboration platform, SAP Jam, which provides a unique offering to the market that delivers secure social collaboration where you work, bringing together people, information, applications, and processes to drive rapid business results. This product expert role provides leadership direction, account planning input, opportunity creation and deal support, and is responsible for driving the achievement of significant SAP Jam revenue through our Regional Sales Teams. This business development specialist must possess strong solution selling and value-based selling skills, experience in selling and consistently exceeding targets, ideally within enterprise software.
This role as (Senior) Product Expert reports directly into the SVP of Enterprise Social Business Development and will be responsible for understanding and reporting on the SAP Jam pipeline and key deals within the region. He/She will be responsible for creating and implementing a coherent collaborative engagement and management approach across the global Field organization, partner ecosystem, and renewals teams, and with our respective product management leadership that results in substantial revenue growth of SAP Jam and repeated renewals. In order to achieve this mission, the following tasks have to be covered:
EXPECTATIONS AND TASKS
Deliver revenue targets in partnership with SAP Account Executives by extending the sales team’s knowledge of SAP Jam as a transformational solution, enabling the field organisation to leverage existing relationships in top accounts to position the value of SAP Jam to key buyers.
Within the regional sales organisation, detect existing SAP Jam deals underway and offer valued support and expertise to maximise potential for a successful close and the SAP Jam revenue.
Tap into existing pipeline and work with key members of the account team, to create additional incremental revenue opportunities for SAP Jam and improve the existing value proposition of the deal in flight for the customer.
Determine top accounts, regional leadership and sales reps for specific targeting of enablement on the potential for SAP Jam to increase the pipeline. Work with each target to define and execute on tailored account strategies and territory plans, delivering recognised value to those involved and SAP Jam revenue growth.
Work with SAP sales leaders as a trusted deal advisor, helping prepare and deliver full sales cycle actions
Drive 75% of the regions SAP Jam revenue through direct channels with the remaining 25% through strategic (selected and targeted) partners
Help drive regional marketing programs: Provide product expertise & content to global and regional field marketing to generate demand from the top to the bottom of the funnel
Provide feedback and input to our product management team members after specific deal and renewal engagements in order to help them address enablement and product needs.
SCALING YOUR EXPERTISE
Help develop additional visibility of SAP Jam value within the region through effective interaction with local Solution Hubs and COEs, which provide Solution enablement and a voice for the field.
Create positioning & messaging documents by customer segments that help identify and attach to white-space opportunities, and demonstrate the differentiating business value of SAP Jam and its capabilities, helping the field differentiate our key LoB solutions from the competitors.
Help enable sales: In collaboration with our product management teams and working with our field go-to-market and partner teams, help develop and deliver sales enablement materials. Help to promote our unique use cases that demonstrate how the SAP Jam innovations lead to business value.
Skills and Competencies:
Knowledge of collaborative solutions and as a bonus SAP SuccessFactors and/or SAP Solutions
Ability to balance multiple priorities and work under time pressure
Flexible, innovative and analytical thinking
Proactive, flexible, result-driven, with a “can do” attitude
A proven ability to effectively present and sell to C-level execs at large enterprise corporations
Experience in program planning and / or evaluating new business development opportunities in new or emerging markets.
Additional experience of driving and achieving renewal targets a bonus
Excellent communication skills, fluent in English and German language, other languages are of advantage
7 years of relevant sales experience with a proven record of exceeding sales goals
Software Apps Sales Experience - 5 years selling software applications or SaaS
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, sensory 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 contact us at Careers.Germany@sap.com . Requests for reasonable accommodation will be considered on a case-by-case basis.
Additional Locations: No Selection