SAP Solution Sales Executive (HEC) Job in Moscow, Russia
Requisition ID: 167876
Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time
As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.
MAIN PURPOSE OF THE JOB:
SAP is the global market leader for business software and thus contributes a considerable part of the world's economic power grid. At SAP you get your chance to put your ideas into action with maximum impact.
The SAP HANA Enterprise Cloud (HEC) offering is a new comprehensive cloud infrastructure offering from SAP combined with managed services. This new offering allows customers to run their SAP HANA applications, including SAP® Business Suite powered by SAP HANA and SAP NetWeaver® Business Warehouse powered by SAP HANA, in a managed cloud environment. It delivers the power of real-time in-memory technology with cloud simplicity.
The SAP HANA Enterprise Cloud Go-to-Market team focusses on taking this new offering to market working in close collaboration with the SAP HANA Enterprise Cloud RUN organization. Our primary focus is to drive HEC customer adoption and maximization of HANA license sales revenues. We are currently strengthening sales team in different locations and countries to ensure our success as a Cloud company. Be part of driving SAP's cloud strategy from the front to ensure that SAP achieves the growth ambitions and extends the market leadership in the Cloud space.
EXPECTATIONS AND TASKS
Sales responsibility for SAP Cloud powered by HANA (former HANA Enterprise Cloud)
Focus on large enterprises in "MU"
Engage with customers to position SAP Cloud powered by HANA:
Initiate discussion, position offering, prepare and sell value proposition, close deal
Ensure new deals and revenue programs can be commercialized and are executable in a target market. Focus on driving profitable revenue results, executing on revenue generating deals
Stakeholders are: CIO and IT department but also Line of Businesses
Place a premium on execution and generating results in support of the target market business plan
Participate in a team-selling environment working
Work professionally and successfully in virtual account teams:
License sales to support and accelerate HANA license deals
Services sales to accelerate solution
HEC Pre-Sales to drive and mature HEC deals
Provides leadership with regards to SAP Cloud selling
Shape HEC deals and identify best strategy to close deals
Pipeline building and successful closing of opportunities
Forecasting to achieve budget and achieving committed forecasts
Competencies in building strong business relationships quickly
Managing and maintaining territory pipeline
Building out HEC offering directly with customer and account team
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES
University degree in Business Administration, Engineering or Computer Science required from an accredited university
MBA or advanced degree in related discipline beneficial
Fluency in Russian and English
Confidence to deal with Executive level
Sales of Cloud, Hosting, AMS, BPO, SaaS, IaaS or similar experience
Good understand of Technologies and IT Operations
Demonstrated ability to work in a matrix organization
Stakeholder management experience
Excellent communication and presentations skills
Highly driven self-starter
Very good negotiation skills
Major results and execution focus
Drive to continuous learning
Willingness to travel
5 years' sales experience in direct sales (quota carrying), ideally in large organizations
Minimum 3 years of SAP product application experience, experience in Databases and Datawarehousing
Worked in large companies with matrix organization
Experience with complex sales and "big-ticket" deals
Value selling and solution selling experience
SAP'S DIVERSITY COMMITMENT
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.
SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable 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 (Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com , APJ: Careers.APJ@sap.com , EMEA: Careers@sap.com ). Requests for reasonable accommodation will be considered on a case-by-case basis.
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