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Posted: Tuesday, 14 March 2017, 2:00


Requisition ID:
Work Area: Sales
Expected Travel: 0 : 50
Career Status: Professional
Employment Type: Regular Full Time
COMPANY DESCRIPTION
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.
ROLE
:The HEC STRATEGIC DEALS SPECIALIST bears responsibility for achieving APJ HEC Services sales outcomes and provides market leadership.
:The candidate has to closely align their activities and sales approach with the Sales Specialist Engagement Managers (SSEM), Client Partners (CP) and License Sales Colleagues for a joint customer approach.
:The HEC Strategic Deals Specialist in conjunction with the Virtual Account Team are responsible for directing HEC services sales strategy and execution for defined Strategic Customers within the Market Units / Cluster, the individual will ensure proper integration of SAP HEC Services at customers in coordination with the account owners to create customer value and meet and exceed targets for Order Entry.
:In order to achieve his/her mission and targets, the HEC STRATEGIC DEALS SPECIALIST must engage and leverage multiple stakeholders in the related SAP landscape (internal and external, including SAP partners and ecosystem).
:This role combines business strategy and execution coordination as well as operational direct sales.
:The HEC STRATEGIC DEALS SPECIALIST is responsible and accountable for helping with the retirement of HEC and AMS on HEC bookings in APJ composed of acquiring new customers, the protection and development of the existing customer base.
:The HEC STRATEGIC DEALS SPECIALIST is expected to create strong and lasting relationships, achieve trusted advisor status with assigned strategic customers and expand the services footprint, while maintaining a high degree of customer satisfaction to develop referenceable customers.
EXPECTATIONS AND TASKS
Territory Planning and Business Development
: Participate in account and territory strategy for the HEC space in conjunction with other SAP stakeholders (regional, Cluster, MU) in order to identify and understand the Strategic Opportunities that are possible.
: Help the VAT consider and develop specific account strategies in a sophisticated and complex business environment,
: Drive and support HEC GTM campaigns in alignment with License Sales and stand:alone for services (industry and solution related)
: Participate in the execution of customer events to push innovative services and drive customer demand
Deal Architecture
: Work with Virtual Account Teams to create and craft value propositions that lead to successful business benefits for SAP and our Customers
: Craft and integrate Service Solutions that meet Customer and SAP requirements to create win:win situations
: Work with regional and global colleagues to provide feedback and overcome challenges that are faced within strategic opportunities
Deal Execution
: Change the game (serve as a competitive differentiator) in strategic deals through solution differentiation and thought leadership
: Support and actively engage in commercialization of the opportunity
: Provide executive sponsorship and sales support for key strategic accounts
: Leverage the SAP ecosystem and C:level relationships to accelerate deals Monitoring, and reporting:
: Support regional industry and solution demand generation programs
: Guide, mentor and challenge the SSEM throughout the entire lifecycle of assigned opportunities based on your extensive experience and understanding of the Managed Cloud Business

Source: https://www.tiptopjob.com/jobs/64663684_job.asp?source=backpage


• Location: Delhi

• Post ID: 34009303 delhi
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