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Washington D.C. DC Full Time Posted: Saturday, 13 January 2018
 
 
Applicants must be eligible to work in the specified location

Requisition ID: 162744
Work Area: Sales
Expected Travel: 0 - 50%
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.

PURPOSE AND OBJECTIVES

The Customer Education Sales Executive identifies, understands and defines customer education and training needs, objectives and business requirements. S/he is responsible for establishing a relationship with the prospect/customer to develop an education solution that meets the needs of that prospect/customer. The sales executive will use supporting collateral to support sales strategies and increase revenue; assume an active role in the sales process; and create value through participation throughout the Customer Engagement Lifecyle (CEL)

EXPECTATIONS AND TASKS

  • Establish credibility and confidence with AE's through ongoing efforts to create value for them as part of their virtual account teams.
  • Develop and present profitable business that focus on methods which employ the mySAP.com education model. This activity should drive solutions that increase training revenues
  • Develop trusted advisor status with select customers to ensure ongoing communication, strong relationships and strategic references
  • Implement business strategies to achieve revenue objectives
  • Build bonds of trust and credibility with customers and prospects through ongoing efforts during sales campaigns to reinforce the value of SAP products and education solutions, in accordance with SAP's Customer Engagement Lifecycle (CEL) Model
  • Be a Trusted Advisor and "Talk Business"
  • Deal with LOB, Executive Level
  • Establish powerful relationships
  • Be a strong contributor to the Virtual Account Team
  • Strategic Selling (Leverage the portfolio)
  • To Achieve Our Vision (Innovation)
  • Implement business strategies to ensure customer success driving revenue targets for both education software and services.
  • Participate in a team-selling environment working with one or more Account Executives (AEs) and/or SAMs, GAD's and Value Engineering on assigned accounts
  • Development and Delivery of Management Advisory Services (SAP Education Advisory Role)

WORK EXPERIENCE:

  • 5 plus years direct quota carrying selling experience in the enterprise software and services industry. Ideally, a combination of both direct enterprise software sales and direct services sales. This can be variable by region.
  • Background and experience in high ticket complex sales cycles. Value selling and solution selling experience and training. Intimate knowledge of enterprise software projects and the overall lifecycle management of enterprise applications.
  • Knowledge of Productivity Tools, Learning Processes (including LMS), implementation and key sales drivers. SAP Education Solutions knowledge will be a plus
  • Prior experience in business application solution selling/implementation required, preferably in a User Adoption Services or ERP delivery/selling environment
  • Industry focus and experience of selling at C level

EDUCATION AND QUALIFICATION/SKILLS AND COMPETENCIES:

  • English: Fluent
  • Bachelors Degree
  • Knowledge of SAPs Partners, Competitors and the regional IT Industry
  • Treating customers and colleagues with respect, fairness and consideration
  • Ethics
  • Setting Personal Objectives
  • Self-Awareness (knowing yourself - your strengths & your weaknesses)

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: (see below) or (see below), APJ: (see below), EMEA: C (see below) ). Requests for reasonable accommodation will be considered on a case-by-case basis.

EOE AA M/F/Vet/Disability:

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, gender, sexual orientation, gender identity, protected veteran status or disability.

Additional Locations: Virtual - USA


Washington D.C. DC, United States of America
IT
Government
SAP
SAP
JS162744-EN_US
1/13/2018 11:31:24 PM


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