Regional Accelerated Sales Representative (oCFO ASE), Sweden

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.

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:

• Proven track record in business application software sales.
• Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative, and competitive market.
• Exceptional contractual and negotiation skills.
• Business level English: Fluent
• Bachelor equivalent: yes
  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. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.

PURPOSE AND OBJECTIVES

The role of the CFO continues to expand as organizations strive to address the rapid geopolitical changes impacting our global economy. This evolution has driven up the demand for financial applications to the tune of $40.9B market size in 2022 according to IDC. At SAP, we recognize the importance of the CFO in the overall transformation journey and thus require early engagement with account teams to position a Finance-led RISE / GROW transformation. In 2024, we are expecting a 37% growth rate for Finance, Risk, Quote to Cash & Taulia solutions. This, combined with a new Enterprise Performance Management strategy, has driven the need for an Accelerated Sales Engagement (oCFO ASE) team.
The oCFO ASE’s primary responsibilities include prospecting, qualifying, selling, and closing new business to existing and net new customers. The Account Executive brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate SAP portfolio of oCFO solutions (Finance, Working Capital Management, GRC, and QTC Solutions).

WHAT YOU’LL DO:

You will be responsible for the SAP portfolio of oCFO solutions Software License Revenue for the region you support

• Annual Revenue - Achieve / exceed quota targets.
• Sales strategies- Align SAP solutions with the customer’s strategic objectives - Develops best practice account plans to ensure revenue target delivery and sustainable growth.
• Trusted advisor - Establishes strong management and CFO relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
• Customer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape.
• Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references.
• Business Planning – Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Utilize Value Advisory, benchmarking and ROI data to support the customer’s decision process.

Demand Generation, Pipeline and Opportunity Management:

• Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve working with SAP Industry AE’s, partners, and other available channels. Pipeline partnerships – Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.
• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap. Negotiate early and against a win/win strategy for SAP and its customers.
• Build and share best practice sales and negotiation skills.
• Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
• Orchestrate resources: Deploy appropriate teams to execute winning sales cycles utilizing best practice models.
• Understand SAP’s competition and effectively position solutions against them.
• Maintain CRM system with accurate customer and pipeline information.