Isbn Solution Sales Executive

**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. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. 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.

**Key Areas of Responsibility and Tasks**

The ISBN (Inteligent Spend and Business Network) Solution Sales Executive is responsible for focusing on sales engagements for our SAP Inteligent Spend And Business Network portfolio in mixture of hi-touch sales and partner sales. Our SAP ISBN portfolio consists of
- SAP Ariba Strategic Sourcing (Negociação, Contratos e Gestão de Fornecedores)
- SAP Business Network (Rede de Colaboração de Fornecedores, Assets, Logística e Compradores)
- SAP Ariba Buying (Catalogo, Requisição de Compras)
- SAP S/4HANA Central Procurement
- SAP Supply Chain Collaboration
- SAP Fieldglass (Gestão de Terceiros e Gestão de Serviços)
- SAP Signature Management by Docusign (Assinatura Eletronica)

The Sales Executive is specialized on the SAP Intelligent Spend portfolio in Brazil; he/she is working in tight cooperation with Key Account Managers to actively promote and sell our solutions to procurement, supply chain and CFOs.

The Sales Executive covers opportunities in LARGE Enterprise and MidMarket Net New SAP-accounts in Brazil. The objective is to sell software, cloud subscription, and build a productive pipeline to maximize the revenue via active engagements on selected opportunities.

**Main Responsibilities**
- Land, adopt, expand, and deepen sales opportunities in procurement for direct, indirect, services spend and supply chain.
- Explore the full spectrum of relationships and business possibilities across the client’s entire org chart.
- Actively identifies opportunities through customer visits and partnering with key decision makers on the customer side for further growth in the territory.
- Expand relationships and orchestrate complex deals across more diverse business stake-holders.
- Drives deal closure by inserting him-/herself in relevant opportunities with or without partners assigned. Balances his direct / indirect activities in order to maximize the revenue in the territory assigned.
- Holistically embrace, access, and utilize the channel to identify and open new, unchartered opportunities.
- Work as a team for the most efficient use and deployment of resources. Provide timely and insightful input back to other corporate functions.
- Supports the creation, monitoring and review of Business Development activities around his/her solution
- or industry
- specialization area. Defines innovative approaches to generate business and executes either directly or via the team together with manager/expert. Supports implementation of core strategies and actions to ensure KPI/revenue achievement.
- Assists in coaching the Channel and Key Account Managers sales reps to interact with prospects in large or complex SW deals in his area of solution / industry expertise in order to position the value of the respective SW or

industry solution as supported by ROI, business case development, references, and supporting analyst data. Helps to ensure a high conversion rate from pipeline to deal closure, shortening of the sales process and improvement of win rate in order to achieve real volume business. Be familiar with the CX competition in Brazilian market and assigned industry. Understand competitive threats (e.g., how to beat the competition).
- Reporting on sales progress throughout the year; identification of deviations from plans agreed and actively engaging in measures to deliver goals agreed to.
- Tracks customer activity in internal systems in order to execute sales strategy and identify additional opportunities.
- May provide customer demos and/or product training as necessary.

Account and Customer Relationship Management and Cloud Subscription Revenue.
- Sales strategies - Develops effective and specific account / target group / industry plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organization.
- 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, TCO). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
- Business Planning - Participate in the development and delivery of comprehensive business plan to address customer and prospects priorities and pain points. Understand vo