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Palo Alto CA Full Time Posted: Wednesday, 14 March 2018
Applicants must be eligible to work in the specified location

Requisition ID: 178285
Work Area: Sales
Expected Travel: 0 - 40%
Career Status: Professional
Employment Type: Regular Full Time

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.

Deal Architecture

  • Work with Virtual Account Teams to create and craft value propositions that lead to successful business benefits for SAP and our Customers
  • Craft and structure deals that integrate Service Solutions that meet Customer and SAP requirements to create win-win situations
  • Work with regional and global colleagues to provide feedback and overcome challenges that are faced within strategic opportunities
  • Incorporate your experience in areas such as contractual, legal, commercial, accounting recognition, industry challenges, competitive challenges to architect and orchestrate the best deal strategy to increase the probability of winning

Deal Execution

  • Change the game (serve as a competitive differentiator) in strategic deals through solution differentiation and thought leadership
  • Support and actively engage in commercialization of the opportunity
  • Provide executive sponsorship and sales support for key strategic accounts
  • Leverage the SAP ecosystem & C-level relationships to accelerate deals
  • Support regional industry & solution demand generation programs
  • Guide, mentor and challenge the SSEM throughout the entire lifecycle of assigned opportunities based on your extensive experience and understanding of the Managed Cloud Business
  • Contribute to the creation and maintenance of robust Close Plans, bringing your expertise in expert sales tactics
  • Legal and contract negotiation


  • Leverage your Regional experience and knowledge of Customers to position the strength SAP has in the market for SAP Managed Services
  • Fulfil the role of Executive Sponsor for closing assigned Strategic Deals, supporting unique Customer requests and the VAT throughout the Deal Lifecycle
  • Develop and deliver SAPs Value Proposition to set the scene correctly from the beginning

Territory Planning and Business Development

  • Participate in account and territory strategy, representing HEC in conjunction with other SAP stakeholders (regional, Cluster, MU) in order to identify and understand the Strategic Opportunities that are possible.
  • Help the VAT consider and develop specific account strategies in a sophisticated and complex business environment,
  • Drive and support HEC GTM campaigns in alignment with License Sales and stand-alone for services (industry and solution related)
  • Participate in the execution of customer events to push innovative services and drive customer demand


  • Minimum of 10+ years of professional experience; demonstrated knowledge/expertise of Cloud Services
  • Minimum 8+ years of customer facing experience
  • Minimum 10 years of solutions selling experience in a service/license sales environment
  • Minimum 5+ years of successfully selling HEC and/or SAP Managed/Outsourced Services


  • Significant experience in sales/delivery of Cloud Services
  • Proven ability and experience to coach and mentor sales colleagues in complex situations
  • Proven Experience in achieving sales targets
  • Experience in Partner Engagement
  • Ability to communicate effectively with all levels of management including CEOs, CIOs and CFOs
  • Demonstrated ability to work in a Matrix organization
  • Interpersonal Skills: Negotiation Skills, Communications/Presentation Skills (verbal, written), Team Player/Interpersonal Skills, Proactive Networking Attributes, Results and Execution Focus, High Drive, Self-Starter motivated, Regional Mobility
  • Fluent in English

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:

Palo Alto CA, United States of America
3/14/2018 12:10:50 PM

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