Profile: SAP Solution Sales

Exp: 2+ Years

CTC: As per standard

Company Profile :

Cloudway Consulting Pvt Ltd

We are one of the premium SAP Consulting Partner, dealing in entire gamut of SAP Cloud Portfolios. We as a management consulting, technology and outsourcing services driven organization expertise in delivering the solutions and services that optimizes, extends and maintains our customers' SAP & IT Investments. With an array of successful management of SAP ERP, CRM, Ariba & Success Factors projects, we help our customer to effectively calculate their ROI's with consistent growth.

Website: http://www.cloudwayconsulting.com/

Job Description :

The Role : 

You will work as Sales Manager to develop and execute programs to drive pipeline and close deals, leads efforts to establish, develop, and expand market share and revenue attainment.

EXPECTATIONS AND TASKS :

- Annual Revenue - Achieve / exceed quota targets. These will be described in Average Contract Value.

- Sales strategies - Develops effective and specific territory plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organization. This role is predominately new business development.

- Trusted advisor - Establishes 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 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 - Participate in the development of designated territory, including accounts, account relationships; prospect profiling, and sales cycles. Encourage all accounts to become SAP references.

- Business Planning - Participate in the development and delivery of comprehensive business plan to address territory priorities and pain points. Understand Value Engineering (VE), benchmarking and ROI data and how they support the customer's decision process. Work with Sales and VE leadership to deploy tools effectively.

- 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.

- Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap. Collaborate with and support sales management on negotiation of close strategy and contracting.

- Support all SAP promotions and events in the territory

- Understand best practice sales models.

- Sell value.

- Orchestrate resources: deploy appropriate teams to execute winning sales.

- Understand SAP's S4H competition and effectively position solutions against them.

- Maintain CRM system with accurate customer and pipeline information.

- Demonstrate coordination 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.

WORK EXPERIENCE :

- Demonstrable experience and proven track record in sales of enterprise software.

- Strong ERP and Cloud solutions sales experience.

- Prior networking/relationship with SAP AE- s/RD's will be appreciated

- Exposure in driving large digital transformation deals is needed

- Experience in selling to CXOs

- Record of over-achievement

- Experience in a team-selling environment.

- Demonstrated success with sales campaigns in a fast-paced, consultative and competitive market.

- Proven experience of New Business Development

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