Regional Accelerated Sales Representative

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**Office of the CFO ASE Organization, Regional Accelerated Sales Executive**

**Purpose and Objectives**

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. This team will also collaborate with RISE ASE team and the xPA ASE team to insure a ‘one SAP voice” for our customer.

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
- Annual Revenue - Achieve / exceed quota targets.
- Sales strategies
- Align SAP solutions with the customer’s strategic objectives - Develops best practice account plans to ensure revenue target delivery and sustainable growth.
- Trusted advisor - Establishes strong management and CxO 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.
- Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references.
- Business Planning - Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Utilize VE, benchmarking and ROI data to support the customer’s decision process.

Demand Generation, Pipeline and Opportunity Management
- Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve working with SAP Industry AE’s, partners, and other available channels. 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. Negotiate early and against a win/win strategy for SAP and its customers.
- Build and share best practice sales and negotiation skills.
- Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
- Orchestrate resources: Deploy appropriate teams to execute winning sales cycles utilizing best practice models.
- Understand SAP’s competition and effectively position solutions against them.
- 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**:

- 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**

**We win with inclusion**

SAP’s culture of inclusion, focus on health and well-being, and flexible work