Accelerated Sales Eng Senior Specialist - Business Network (Canada/Regulated Industries)

Accelerated Sales Eng Senior Specialist - Business Network (Canada/Regulated Industries)

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Job Description and Expectations:

SAP Business Network (SBN) is a comprehensive B2B collaboration platform that connects people, processes, and systems across multiple enterprises, digitizing transactions, and creating transparent, resilient, and sustainable supply chains and is expected to grow to €2B by 2028.

SAP Business Network drives trading partner collaboration across procurement, supply chain, logistics, and asset management by enabling business processes beyond the four walls of a company. SBN is one of the fastest growing Cloud business areas at SAP and is a critical component of SAP's ambition to become the #1 enterprise application company.

We are seeking Accelerated Sales Engagement (ASE) candidates to focus on the exciting growth of SAP Business Network. The ASE will be responsible for executing on SBN GTM to achieve budget and build a sustainable, repeatable business. ASEs will collaborate with their global peers in ISBN, DSC and SAP Industry Market Unit sales teams and make SBN a key strategic differentiator for SAP in Canada and Regulated Industries Market Units.

Key Responsibilities and Tasks:

• Lead the planning, design, due diligence, and implementations of strategic business objectives to successfully reach SAP Business Network goals for the region.
• Manage the full sales cycle. Leverage and coordinate cross-functional teams (ISBN, DSC, Industry AEs, VAT, Partners, Product Marketing, Product Management) to efficiently navigate complex sales cycles.
• Come with a strong “Hunter” mindset that will support SAP's Customer Value Journey (Explore Potential, Build the Vision, Deliver the Promise, Maximize Value, Innovate and Grow) vision and identify expansion opportunities in our existing customer base.
• Own/provide direction to strategic account plans - including customer profiles and targeted programs by working closely with the MU/regional sales, marketing, regional Network Executive, Pre-Sales, and Tiger team members.
• Create and execute demand generation programs in each region to support BN budgetary goals.
• Partner across SAP – ISBN, DSC, Industry AEs, Industry Business Units (IBUs) to build and expand relationships with key executives and decision-makers.
• Develop category, industry or regional specific points of view, methodologies, best practices, and growth strategies that can be repurposed across the region to drive better outcomes for customers and SAP.
• Develop and deploy enablement sessions for internal and partner sales teams to supplement and grow their selling skills.
• Identify, analyze, and secure SAP Business Network renewals and drive increased transactional SBN revenue.

Experience and Educational Requirements:

• 5 to 7 years of meeting/exceeding quota at a SaaS provider. Leads disciplined sales processes including pipeline growth and accurate forecasting.
• Experience in selling cloud solutions with a strong focus on both generating new business and growing existing business.
• Strong expertise in the Procurement/Supply Chain domain: selling to the Office of the CPO, Director of Supply Chain, Head of Manufacturing/Logistics/Maintenance.

To be successful in the role, you must be able to:

• Harmonize and distill complex and disjointed data points (competitive / industry trends, enterprise processes around procurement and supply chain, SAP product knowledge and limitations) into strategic positioning.
• Sales leadership: Must be an accomplished senior sales professional with sound reputation and a successful track record in leading sales processes by leveraging internal resources to amplify SAP's capabilities.
• Customize strategies, build capabilities, and achieve revenue growth, with equal focus on selling directly to end-customers and selling internally.
• Be recognized as a visionary and trusted advisor in customer engagements.

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.

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.