Senior Solution Sales Executive

ROLE DESCRIPTION

The primary role of a Senior Solution Sales Executive for the SAP Finance and Spend Management business is to achieve the overall revenue goal from the assigned territory in Singapore and Vietnam. This includes:

• Generate demand, manage pipeline, and close opportunities
• Develop opportunity plans containing compelling solution value propositions
• Conduct White space analysis to identify growth opportunities
• Work with wider accounts team on sales campaigns.
• Progress opportunities for move to cloud/expand footprint in accounts/accounts new to solution area
• Utilize deep knowledge of how companies operate, business models, strategies, and E2E business processes
• Stay informed about SAP’s competition and value drivers

EXPECTATIONS AND TASKS

It is expected that the Senior Solution Sales Executive be adept at creating and looking after senior executive relationships on their own, while positioning the SAP Executives and broader account team at appropriate stages of the engagement. In that capacity, the Senior Account Executive must:

• Own the development and execution of programs together with the sales manager and VAT to drive pipeline & close deals
• Build relationships with the broader SAP organization and collaborate on account planning and execution of multi-LOB opportunities
• Drive initial introduction meetings with customers to establish themselves as a finance and spend management advisor
• Lead efforts to establish and develop market share and revenue attainment within named accounts
• Develop best practices in securing expansion opportunities across named accounts

WORK EXPERIENCE

• 5-10 years of Quota Carrying Experience in Singapore.
• Industry knowledge in the Supply Chain, Procurement, Treasury/Finance or External Workforce space.
• Account management in key accounts segments across multiple industries
• Complex sales engagements which involve territory planning, account planning, and opportunity planning responsibilities
• Deal crafting and complex deal structuring for large-value opportunities
• Collaborating with large, diverse virtual account teams working on a large scale, multi-LOB opportunities especially in conglomerate accounts
• Stakeholder management experience across C-level executives, B-level managers, and end-users

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES

• Disciplined in sales forecasting, coachable, hungry to win logos, great with PowerPoint and Excel, excellent written communication skills.
• Bachelor’s degree.
• Strong financial and business acumen and ability to relate finance and spend management solutions with financial impact and business outcomes
• Ability to tailor, articulate, and clearly relay messages relevant to each target audience/receiver of information
• Ability to work across diverse teams, skillsets, and experience
• Ability to work under pressure and deal with complexities and ambiguities in the sales cycle
• Ability to develop relationships with both external and internal stakeholders
• Problem-solving and consultative selling skills
• Thoroughness and attention to relevant details
• Multi-tasking and time-management skills to manage parallel opportunities
• Sincerely passionate about customer success, customer delight, and long-term customer relationships
• Outcome focused and not role or designation focused
• Continuous learner
• Thorough, deliberate and structured
• Strong sense of accountability
• Strong belief in maintaining integrity in selling