Solution Sales Engagement Manager for Custom Development (H/F) Job

Description de l'offre

Requisition ID: 139280
Work Area: Sales
Expected Travel: 0 - 40%
Career Status: Professional
Employment Type: Regular Full Time

 

COMPANY DESCRIPTION

 

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.

 

Solution Sales Engagement Manager for Custom Development

 

Do you demand the best from your professional career? Are you inspired by excellence? At

SAP, you will have the power to make a real impact. As the global market leader for business software, SAP helps companies and organizations in more than 25 industries to run better.

 

PURPOSE AND OBJECTIVES

SAP is the leading business software company in the world. In addition to its standard software portfolio, SAP extends software solutions for its customers – on premise and in the cloud - in order to innovate and build competitive advantages. These solutions are built on the newest and leading edge SAP technologies, e.g. HANA real-time platform. Custom Development is one of SAP’s strategic initiatives, growing rapidly and contributing substantially to SAP software results.

 

To further strengthen our sales team in France, we are looking for Custom Development Solution Sales Engagement Managers (f/m) positioning CD Projects via industries and platform sales (HANA, Cloud, Mobile, Hybris) across all industries.

 

The CD Solution Sales Engagement Manager (SSEM) primarily sells Custom Development (CDP) projects. She/he supports the account teams in identifying, driving and closing opportunities in custom development projects. She/he leverages the SAP organization (Consulting, license sales) to drive innovation at our customers, working closely aligned with the account teams. She/he mobilizes and orchestrates the necessary resources within the organization to assess and qualify customer’s requirements, estimates effort, define pricing of the solution, build the business case, define and present the value proposition, negotiate the contract and close the deal. 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.

Profil recherché

EXPECTATIONS AND TASKS

As CD Solution Sales Engagement Manager, you will be responsible for SAP Custom Development Projects pipeline, bookings and revenue targets by maximizing and growing our business in France in close collaboration with the license sales and services sales organization.

 

Expected main tasks:

·  Seize CD Projects bookings/revenue targets as well as CDP target margin in the sales cycle
·  Establish, protect and cultivate relationships to sales and customers
·  Successful positioning of Custom Development Projects via industries and platform sales (HANA, Cloud, Mobile, Hybris) to extend footprint at SCP accounts in France
·  Develop Sales and GTM Strategy via industries and/or Platform sales with the respective sales organizations
·  Conducts enablement sessions for the entire sales community to promote Custom Development in all market units
·  Create and drive demand generation activities, develop and execute Sales Plans, conduct pipeline & alignment calls, etc.
·  Work closely with Account teams and leverage 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 position reports to solid line to Head of CD Sales EMEA and dotted-line to Head of CD Sales in France.

 

WORK EXPERIENCE

In order to position SAP CD the candidate must have experience in selling and delivering full life cycle projects at multinational and large national customers, possibly including developments – project delivery experience and working experience in a large SI 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
·  Industry knowledge in at least one of our target industries: Financial Services, Consumer Industry and Retail, Discrete Manufacturing or Utilities
·  3-5 years of experience in selling complex projects and/or solutions
·  Experience in project management is an advantage
·  Experience in SAP implementations is key
·  Working experience in a large System Integrator (SI)
·  Customer focus, sales skills and winning attitude is key
·  Strong sense of teamwork, organization, resilience, motivation, 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 , , ). Requests for reasonable accommodation will be considered on a case-by-case basis.

Additional Locations: Virtual - Belgium