Regional Accelerated Sales Representative

2 meses atrás

São Paulo, Brasil SAP Tempo inteiro

We help the world run better

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.

Office of the CFO ASE Organization, Regional Accelerated Sales Executive

Purpose and Objectives

The role of the CFO continues to expand as organizations strive to address the rapid geopolitical changes impacting our global economy. This evolution has driven up the demand for financial applications to the tune of $40.9B market size in 2022 according to IDC. At SAP, we recognize the importance of the CFO in the overall transformation journey and thus require early engagement with account teams to position a Finance-led RISE / GROW transformation.

This customer facing role will act as an accelerator across the NLAC customer engagement archetypes, aligning directly with the Account Directors (FARM) and Account Executives (Move to Farm, Expand & Move to Expand) roles. This ASE team is an important leverage point for enablement, adoption, best practice development and identification of target customers & campaigns for engagement by the field.

The oCFO ASE’s primary responsibilities include prospecting, qualifying, selling, and closing new business to existing and net new customers. The Account Executive brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate SAP portfolio of oCFO solutions (Finance, Working Capital Management, GRC, and QTC Solutions).

What You'll Do:

  • You will be responsible for the SAP portfolio of oCFO solutions Software License Revenue for the region you support.
  • Achieve/exceed quota targets.
  • Align SAP solutions with the customer’s strategic objectives - Develop best practice account plans to ensure revenue target delivery and sustainable growth.
  • Establish strong management and CxO relationships based on knowledge of customer requirements and commitment to value.
  • Actively understand each customer’s technology footprint, strategic growth plans, technology strategy, and competitive landscape.
  • Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles.
  • Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points.
  • Follow a disciplined approach to maintaining a rolling pipeline.
  • Advance and close sales opportunities through the successful execution of the sales strategy and roadmap.
  • Build and share best practice sales and negotiation skills.
  • Maintain CRM system with accurate customer and pipeline information.

What you bring:

  • 5+ years of experience in sales of complex enterprise Software ideally with Finance, Treasury, GRC and Order to Cash SaaS solutions.
  • Experience selling and aligning sales strategy with business model innovations and digital transformations against customer challenges.
  • Track record of consistent over-achievement of quotas, revenue goals and the ability to effectively identify and sell to C-level executives.
  • Business acumen to communicate at the CFO, CTO, CIO, Product Management, Sales, and other CxO levels.
  • Understanding of Financial and Order to Cash processes and business value.
  • Multi-industry sales experience.

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:

  • Proven track record in business application software sales.
  • Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative, and competitive market.
  • Exceptional contractual and negotiation skills.
  • Business level English: Fluent.
  • Bachelor equivalent: yes.

Bring out your best

SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.

We win with inclusion

SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best.

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