SAP Digital Core Client Partner - Federal Civilian & Defense Job in Washington, District Of Columbia
Requisition ID: 163150
Work Area: Sales
Expected Travel: 0 - 50%
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.
Digital Core Client Partner - Federal Civilian & Defense:
Innovation is a competitive advantage, both for SAP and its customers. In order to compete, SAP has put innovation front and center. We have renewed our product portfolio to be the cloud company powered by SAP HANA and to become an innovation partner for our customers. Customers have provided feedback that services need to both follow and enable this strategy.
It is our bold intention to accelerate our growth in cloud and new technologies, with best-in-class experts who have holistic customer engagements and provide clear business guidance to our customers. We will have industrialized, repeatable project delivery with intelligent tools for fast customer value creation.
The Services Engagement Manager is a quota-carrying role working closely with the SAP License organization, SAP Delivery counter-parts, customers and partners to ensure the overall success of the sale and implementation of SAP solutions. This requires the ability to research a customer’s situation, conduct customer discovery sessions, match customer needs to SAP solutions and services, and communicate value to customers and prospects. The role must utilize all of the resources available to generate demand, progress the lead through the customer decision process, and close the deal. This requires skills in understanding the customer’s decision making process and an ability to identify and utilize champions to progress the deal forward.
Services Engagement Manager is the strategic Services sales leader and subject matter expert with a focus on our S/4 transformation utilizing the digital core in the areas of Analytics, SAP Cloud, Database and data mgmt, S/4hana digital core and Cloud, IOT, Digital supply chain, Ind specific Applications.
Customer base is comprised of GCO Services Top Accounts which includes the Strategic Customer Accounts and key account segments for installed, existing and net new Services customers. Expected to generate annual Bookings and Revenue YOY growth.
Serve as a strategic liaison with the GCO License Account Team for all basket deals and nurture new 2018 relationship with GCO License Industry Account Executives; maintain strong alignment with other SAP teams (Product Support, Alliances, etc)
Strong selling experience with our strategic services customers to ensure best in class Net Promoter Score (NPS) for additional/future sales opportunities and renewals
Develop account plans to drive pipeline and close opportunities and progress a deal through sales cycle to close opportunities
Expected to drive a 4X pipeline to ensure coverage of territory by utilizing SAP Services’ entire portfolio of products and services
Understand the customer decision making process and develop relationships with key decision makers
Identify key resources (e.g., DBS Solutioning Center, Strategic Pursuit Advisors and/or Delivery Executives) needed to properly scope projects to meet client needs and SAP business parameters
Operational excellence pertaining to:
Facilitate customer discovery and implementation scoping sessions to define requirements for input into implementation plans, estimates, resource models, and pricing models.
Create formal services proposals, RFP responses, Statement of Work (SOW), and services contracts.
Update, maintain, and accurately report out regular updates to sales forecast and territory plan.
Qualifications and Skills
Minimum of 10 to 15 years of experience in License, Services and/or System Intergrator sales activities including generation and management of opportunities, bids, deal closure and relationship management. SAP product and prior business application software or implementation experience is preferred.
Demonstrates mastery with effective communication and management thinking coupled with significant political insightfulness
Professional leadership presence to prepare and conduct a discovery session with customers from back office to C-suite
Ability to develop and maintain a territory plan to build pipeline
Proven experience with identifying opportunities and managing them through sales process to close
Capable of researching and understanding customer business challenges and tying them to associated value propositions
Experience leading and influencing without direct authority
Ability to adapt and function effectively in fast-paced, changing environment
Willing to travel 60% - 80%
Provide internal leadership for SAP pursuit teams, including having the ability to review accounts periodically with senior SAP leadership
Personal Characteristics Required
Judgment: ability to demonstrate consistent logic, rationality and objectivity in decision making. Achieves good balance between quick decisiveness and slower, more systematic approaches. Performs critical problem solving easily.
Communication: ability to demonstrate fluency, proper grammar, and organization of thought. Demonstrates willingness to participate in and lead meetings and communicate effectively with staff at all levels.
Business acumen: ability to apply sound commercial judgement when demonstrating to our customers how our services will generate significant value and return on investment.
Independence: functions successfully without much supervision and stays focused.
Standards of Performance: strives and consistently achieves quality results; demonstrates low tolerance for mediocrity; exhibits conscientiousness, dedication, self-discipline and responsibility.
Leadership: Account ownership for services is required for both internal and external communication
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.
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EOE AA M/F/Vet/Disability:
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, gender, sexual orientation, gender identity, protected veteran status or disability.