SAP Director Strategic Engagement Group Mexico Job in Mexico City, Mexico
Requisition ID: 155158
Work Area: Sales
Expected Travel: 0 - 30%
Career Status: Executive
Employment Type: Regular Full Time
Career Level: T5
Recruiter Name: Yolette Caldwell
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.
Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue.
Annual Revenue - Achieve / exceed quota targets.
Sales strategies - Develops best practice account plans to ensure revenue target delivery and sustainable growth. Develop c-level relationships in new and existing key customers and leverage to drive complex strategy through complex and global organizations.
Trusted advisor - Establishes strong management and Cxx relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
Customer Acumen - Actively understand each of their assigned key customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references.
Business Planning – Develop and deliver best-practice comprehensive business plans to address customer and prospects priorities and pain points. Utilize VE, benchmarking and ROI data to support the customer’s decision process.
Demand Generation, Pipeline and Opportunity Management
Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
Pipeline partnerships – Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.
Leverage SAP Solutions – Be proficient in and bring all SAP offers to bear on sales pursuits including Industry Solutions, LOB solutions (CRM, SCM, HCM, et. al) and technology solutions (BU, Sustainability, Explorer, et. al). Demonstrate early adoption of all new solutions and strategies.
Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap. Negotiate early and against a win/win strategy for SAP and its customers.
Support all SAP promotions and events in the territory – take an active, sales leadership role in SAP events.
Thought leader on building and sharing best practice sales and negotiation skills.
Sell value at a best practice level.
Maintain White Space analysis and execution of initiatives (up sell and cross sell) on key account customer base.
Orchestrate resources: deploy appropriate teams to execute winning sales. Create OneSAP.
Utilize best practice sales models.
Understand SAP’s competition and effectively position solutions against them.
Maintain CRM system with accurate customer and pipeline information.
Supporting a (Virtual) Account Team
Mentor Account Executive team members and first level sales management.
Demonstrate leadership skills in the orchestration of remote teams.
Ensure account teams and Partners are well versed in each account’s strategy and well positioned for all customer touch points and events. Maximize the value of all sales support organizations.
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 (Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com , APJ: Careers.APJ@sap.com , EMEA: Careers@sap.com ). Requests for reasonable accommodation will be considered on a case-by-case basis.