Office of the CFO ASE Organization, Regional Accelerated Sales Executive

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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.  In 2024, we are expecting a 37% growth rate for Finance, Risk, Quote to Cash & Taulia solutions.  This,  combined with a new Enterprise Performance Management strategy, has driven the need for an Accelerated Sales Engagement (oCFO ASE) team.

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:

• 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. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. 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. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility 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: Careers@sap.com
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

EOE AA M/F/Vet/Disability:

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Successful candidates might be required to undergo a background verification with an external vendor.

Requisition ID: 399592  | Work Area: Sales  | Expected Travel: 0 - 50%  | Career Status: Professional  | Employment Type: Regular Full Time   | Additional Locations: #LI-Hybrid.