Acceleration Sales Engagement (ASE) for SAP Business Network (m/f/d)

at  SAP

WE HELP THE WORLD RUN BETTER

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.

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 SAPs 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 EMEA region/MU. The ASE will work in conjunction with the Global Heads of Business Network Sales, Solution, Product, Engineering and Marketing. The successful candidate will bring strong sales strategy and execution expertise along with a multi-faceted leadership approach to drive SBN growth in the region/MU.

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
• Fluency in German (C1-level)

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 SAPs capabilities.
• Customize strategies, build capabilities, and achieve revenue growth, with equal focus on selling directly to end-customers and selling internally by tailoring influence and stakeholder management to navigate around issues with organizational agility.
• Be recognized as a visionary and trusted advisor in customer engagements

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. Act as a trusted advisor in sales cycles.
• Come with a strong “Hunter” mindset that will support SAPs 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. Be an evangelist on must-win SBN accounts.
• 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. Work with the SAP’s enablement teams to ensure consistent, quality delivery.
• Identify, analyze, and secure SAP Business Network renewals and drive increased transactional SBN revenue.

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 SAPs capabilities.
• Customize strategies, build capabilities, and achieve revenue growth, with equal focus on selling directly to end-customers and selling internally by tailoring influence and stakeholder management to navigate around issues with organizational agility.
• Be recognized as a visionary and trusted advisor in customer engagement