南京招聘

Key Responsibilities & Tasks

Key Areas of Responsibility and Tasks
1. Account and Customer Relationship Management, Sales and Software License Revenue.
1.1. Annual Revenue - Achieve / exceed quota targets.
1.2. Sales strategies - Develops best practice account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive complex strategy through complex and global organizations.
1.3. Trusted advisor - Establishes strong management and Cxx 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.
1.4. Customer Acumen - Actively understand each customer's technology footprint, strategic growth plans, technology strategy and competitive landscape. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
1.5. Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references.
1.6. 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.

2. Demand Generation, Pipeline and Opportunity Management
2.1. Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
2.2. Pipeline partnerships - Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.
2.3. Leverage SAP Solutions - Be proficient in and bring all SAP offers to bear on sales pursuits including Industry Solutions, horizontal solutions (CRM, SCM, HCM, et. al) and point/emerging solutions (BU, Sustainability, Explorer, et. al). Demonstrate early adoption of all new solutions and strategies.
2.4. 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.
2.5. Support all SAP promotions and events in the territory - take an active, sales leadership role in SAP events.

3. Sales Excellence
3.1. Build and share best practice sales and negotiation skills.
3.2. Sell value.
3.3. Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
3.4. Orchestrate resources: deploy appropriate teams to execute winning sales. Create OneSAP.
3.5. Utilize best practice sales models.
3.6. Understand SAP's competition and effectively position solutions against them.
3.7. Maintain CRM system with accurate customer and pipeline information.

4. Leading a (Virtual) Account Team
4.1. Mentor Associate /Senior Account Executives.
4.2. Demonstrate leadership skills in the orchestration of remote teams.
4.3. Ensure account teams and Partners are well versed in each account's strategy and well positioned for all customer touch points and events. Maximize the value of all sales support organizations.


Competencies & Skills / SAP Values
Overview of SAP Values:
https://portal.wdf.sap.corp/irj/go/km/docs/corporate_portal/Global%20Communication%20for%20SAP/GLOBAL/Strategy/Corporate%20Strategy/documents/SAP%20Purpose%20and%20Values.pdf

SAP Competencies Level (1-4)
Core Competencies
? Customer Focus 4
? Business Acumen 3
? Innovative Thinking 3
SAP Employee Core Competencies
? Challenge Complexity 3
? Change Agility 3
? Communication 3
? Intercultural Sensitivity 2
? IT Principles & data Security 2
? Partner & Third Party Engagement 4
? Quality Focus 3
? Results Driven 4
? Self Development 2
? Teamwork & Collaboration 3
Job Specific Competencies & Skills Level (1-4)
? Consultative Selling 4
? Executives Communication 4
? Negotiation Skills and Deal Closing 4
? Sales Industry Knowledge 3
? Customer Engagement Lifecycle (CEL) methodology Knowledge 3
? Sales Process Acumen 3
? Marketing & Sales 4
? Financial Acumen 2
? Business Planning 2
? Decision making / Judgment 3
? Strategic Thinking 3
? Change Management Methods 2
? Managing Virtual Teams; Account Team 3

Experience & Educational Requirements

Experience & Language Requirements
? 15+ years of experience in sales of complex business software / IT solutions
? Proven track record in business application software sales.
? Experience in lead role of a team selling environment.
? 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
? Local language: Fluent, Business Level
Education
? Bachelor equivalent: yes
Professional Training & Certification
? No mandatory requirements

Career Paths

Potential Next Vertical Career Step:
? Sales Manager
? Strategic Account Director
? Global Account Director
? Client Partner (SAP Services)
Guideline for Next Vertical Career Step
? Mentoring, Job Shadowing, Coaching
? Ability to coach and teach others
? Participate in regional/industry strategy setting
? Lead cross-functional project teams
? Lead others to high performance
? Show high growth potential

Potential Next Cross-Functional Career Steps:
? Move to Industries or SME , move from smaller to larger accounts
? VP Overlay Organization
? Product Management
? Partner Management / Alliances
? Marketing

Section B - Board Area / LoB Additional Information (Optional)

Board Area / LoB specific Competencies & Skills

Additional Competencies & Skills Level (1-4)
? Account Management (Account Planning) 4
? Opportunity Management 3
? Value Selling (Communicating Value, Positioning SAP) 4
? Market & Competitive Awareness (Competitive Awareness) 3
? Industry Knowledge (General Industry Knowledge) 2/3
? Knowledge of Solutions 2
? Knowledge of Service Offerings (Knowledge of Service Offerings for LE) 2
? Business Acumen (Financial trends & performance) 2
? Communication (Presentation skills) 3
? Sales Process Acumen (Knowledge of SAP Sales process) 3
? Knowledge & Usage of internal Sales tools (Knowledge & Usage of internal Sales tools for LE) 3

Board Area / LoB specific Key Success Factors

Quantitative
? Software License Revenue (Individual Software License Revenue, Team Software License Revenue)
? Solution License Revenue
? Pipeline Coverage / Pipeline multiple
? Pipeline / Opportunity Management
? Customer Satisfaction
? Quota Achievement
? Number of deals

Other:
? Percentage of opportunities identified and created
? Percentage of opportunities co-selling with Field Sales
? Number of opportunities closed with Inside Sales
? Percentage of opportunities closed to win
? Percentage of opportunities where the Business Partner is engaged
Qualitative
? Self Development / Learning and Growth (completion of assigned development plan, e.g. Value University curricula, etc.)
? Activities demonstrating account / relationship management
? Partner and 3rd Party Engagement
? Opportunity engagement of Business Partners
? Demonstration of opportunity up sell / cross sell
? Activities performed and recorded to demonstrate the relationship management of assigned accounts, contacts or territory.

Board Area / LoB specific additional Requirements

Additional Requirements and Remarks
SAP Tool and Process:
? Managing CRM
? GAF Process
? Pricing / QT
? APM as a planning tool
? Contract policies
Others:
? Comply with all SAP personnel, sales, proposals and contract policies.
? Comply with SAP Code of Conduct, local laws and regulations, as well as company's processes and procedures.
? Comply in a timely manner with all travel and expense policies.

Customer/Partner Interactions
External:
? Customers
? Prospects
? Strategic Partners
? Volume Partners
Internal:
? SAP Executive Management
? AE peers
? Inside Sales
? Professional Services
? Solution Engineers
? Solution Advisors
? Value Engineering
? Contracts & Finance
? Marketing
? Training
? Product Development
? Proposal Management Team

Mobility
? Ability and willingness to travel: yes
? Business travel requirements: Country & Regional

我们的公司
SAP公司成立于1972年，总部位于德国沃尔多夫市，是全球最大的企业管理和协同化商务解决方案供应商。目前，在全球有 120多个国家的超过172,000家用户正在运行SAP软件。财富500强80% 以上的企业都正在从SAP的管理方案中获益。SAP在全球75多个国家拥有分支机构，并在多家证券交易所上市，包括法兰克福和纽约证交所。

1995年在北京正式成立SAP中国公司，并陆续建立了上海、广州、大连分公司。作为中国ERP市场的绝对领导者，SAP的市场份额和年度业绩近年来高速增长。SAP在中国拥有包括IBM、埃森哲、凯捷、HP、毕博、德勤、石化盈科、中电普华、东软、神州数码等多家合作伙伴。SAP在众多的项目中与这些合作伙伴密切合作，将先进的管理理念和方法转变为切实助力中国企业“蕴韬略，更卓越”的现实。

我们的使命是帮助各种规模及行业的公司更卓越的运营。我们的愿景是帮助世界更卓越的运转。