SSEM Senior Specialist – HEC
SAP – Jakarta
Requisition ID: 182173
Work Area: Sales Support
Expected Travel: 0 – 10%
Career Status: Professional
Employment Type: Regular Full Time
SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.
SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.
SAP is the global market leader for business software and thus contributes a considerable part of the world’s economic power grid. At SAP you get your chance to put your ideas into action with maximum impact. The HEC SALES SPECIALIST bears primary responsibility for achieving HEC Services sales and provides market leadership.
The candidate has to closely align their activities and sales approach with the Client Partners (CP) and License Sales Colleagues for a joint customer approach. Assuming overall responsibility for directing HEC services sales strategy and execution for defined Market Units / Cluster, the SSEM will ensure proper integration of SAP HEC Services at customers in coordination with the account owners to create customer value and meet and exceed targets for Order Entry. In order to achieve his/her mission and targets, the HEC SALES SPECIALIST must engage and leverage multiple stakeholders in the related SAP landscape (internal and external, including SAP partners and ecosystem).
This role combines business strategy and execution coordination as well as operational direct sales. The HEC SALES SPECIALIST is responsible and accountable for the overall HEC bookings in the assigned territory (MU/Cluster) composed of acquiring new customers, the protection and development of the existing customer base as well as having a topic ownership for HEC related GTM activities.
The HEC SALES SPECIALIST works closely with Client Partners, License organization, Delivery organization, customers and partners to ensure the overall success of the sale and implementation of the HEC solutions. The SSEM is expected to create strong and lasting relationships, achieve “trusted advisor” status with assigned customers and expand the services footprint, while maintaining a high degree of customer satisfaction to develop referenceable customers.
EXPECTATIONS AND TASKS
Territory Planning and Business Development
Develop an account and territory strategy for the HEC space in conjunction with other SAP stakeholders (regional, Cluster, MU) in order to meet quarterly and annual targets. Build and manage sales funnel for HEC services (4x rolling 4 quarter pipeline). Develop specific account strategies in a sophisticated and complex business environment, Drive and support HEC GTM campaigns in alignment with License Sales and stand-alone for services (industry and solution related) Plan and execute customer events to push innovative services and drive customer demand
Drive net new opportunities (based on initial plan, whitespace, etc.) Change the game (serve as a competitive differentiator) in strategic deals through solution differentiation and thought leadership. Provide executive sponsorship and sales support for key strategic accounts
Leverage the SAP ecosystem & C-level relationships to accelerate deals Monitoring, and reporting: Support regional industry & solution demand generation programs
Perform service sales administrative functions to support the overall HEC success such as opportunity management in CRM, contract negotiation, project staffing and resourcing, pre invoice reviews, margin analysis and risk reviews.
Minimum of 10 years of professional experience; demonstrated knowledge/expertise of Cloud Services. Minimum 5 years of customer facing experience Minimum 5 years of solutions selling experience in a service/license sales environment Minimum 5 years of successfully selling HEC and/or SAP Managed Services
WHAT YOU GET FROM US
Success is what you make it. At SAP, we help you make it your own.A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now.
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 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).
Successful candidates might be required to undergo a background verification with an external vendor.