SAP Maintenance Sales Executive Nordics Job in Stockholm, Sweden
Requisition ID: 163058
Work Area: Sales
Expected Travel: 0 - 10%
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.
The Maintenance Go-To-Market organization has been established to ensure the continuous success of SAP’s maintenance business, communicate in one voice to our customers, user groups, partners and influencers, and further develop and enhance our maintenance and support offerings.
Reporting to the Cluster Manager EMEA north, the Maintenance Sales Executive is a member of the Maintenance Go-To-Market organization. This role, in partnership with other Business Areas, is responsible for the following topics in regards to SAP Maintenance & Support offerings:
Driving Maintenance and Support revenue for SAP by managing Maintenance Commercials and Portfolio. Therefore, protecting 50% of SAP Revenue, the key source of Operating Margin
Driving Customer Empathy Program to make sure customers understand and consume the value from the solutions deployed and from Maintenance and Support (Value Realization).
Management and resolution of exceptional Maintenance at Risk (MAR) cases
3PM vendor protection and competitive positioning
Advice & guidance on PSLE (Product Support for Large Enterprises) management and sales rules
Enablement of Sales, Ecosystem Partners and Customers on key Maintenance topics and Extension Policies.
EXPECTATIONS AND TASKS:
Drive the regional business plan for Maintenance GTM including Enterprise Support retention and the 3PM competitive threat.
Align with sales leaders to identify top deal / maintenance accounts and become trusted advisor to the VAT on targeted must-win deals; to remove deal obstacles and maximize Maintenance Bookings and Revenue.
Lead execution of regional Maintenance Services demand generation programs. Drive net new customers on enterprise support.
Identify key initiatives in the region to maximize maintenance revenue and minimize maintenance base erosion.
Directly interact with Field Sales, Enterprise Support Advisors, SAP Support Advisory Centre and Customers to position the value of SAP's Maintenance Solutions as supported by value propositions.
Lead & drive collaborative Value Analysis engagements to ensure Customers recognize and extract the value of Enterprise Support, including the development of Customer use cases. Educate and enable Field Sales and Ecosystem Partners on Maintenance go-to-market tools, strategies and opportunities.
Provide regular reporting as required to management and keep CRM accurate and current
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES:
Business English and at least one of the Nordic languages (Swedish, Danish, Norwegian or Finnish)
Value based selling methodologies
Comfortable and experienced with senior executive audiences (c-level) and a very professional and mature customer interfacing profile
Energetic and goal-oriented, strong leadership qualities (cross-functional and multi-national teams)
Judgment: ability to demonstrate consistent logic, rationality and objectivity in decision-making. Achieves good balance between quick decisiveness and slower, more systematic approaches.
Strong commercial background, preferably in software and/or services Sales.
Value Sales Oriented: possessing the ability to diagnose, analyse, and succinctly discuss customer problems, develop the urgency to solve those problems, build and communicate compelling value propositions and commit customers to a realistic plan of action that will produce mutually beneficial results.
Competitive Selling: extensive experience that allows for a state of preparedness and competitive awareness to maximize competitive advantage in selling through the anticipation of competitive strategies and tactics.
Executive Focused: works proficiently at high organizational levels through effective communication and management thinking coupled with significant political insightfulness.
Team Oriented: demonstrates the comfort and ability to work with others to achieve a common sales goal without compromising one’s own identity. Understands how to inspire customers and the sales teams alike.
Ability to drive business by developing necessary Sales Tools and programs that will enable Sales and Customers alike.
Will demonstrate in-depth knowledge and application of Maintenance program strategy, development and deployment.
This is an autonomous role, will need to be flexible while leading and motivating others. 10 years minimum of industry experience and background
Minimum of 5 years in selling or delivering services on IT Operations
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.
SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team (Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com , APJ: Careers.APJ@sap.com , EMEA: Careers@sap.com ). Requests for reasonable accommodation will be considered on a case-by-case basis.
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