Job description
As market leader in enterprise application software, SAP helps companies of all sizes and
industries run better. From back office to boardroom, warehouse to storefront, 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
industries run better. From back office to boardroom, warehouse to storefront, 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
PURPOSE AND OBJECTIVES
The SSEM works closely with the License organization, Delivery organization, customers and
partners to ensure the overall success of the sale and implementation of SAP's HANA, Analytics
and Big Data services. The SSEM is expected to create strong and lasting relationships,
achieve “trusted advisor” status with assigned customers, expand the services footprint and
meet annual booking targets, while maintaining a high degree of customer satisfaction to
develop reference able customers. The SSEM is also expected to work with the required service
portfolio teams and COEs to develop and roll-out specific demand generation programs. Focus
is mainly on driving net new business in the Key Account and General Business tier account
space; expected to manage 1-20 accounts with a quota of $8M - $15M. This role will report
directly to the NA Innovation Solutions Services Lead with a dotted line into the regions.
EXPECTATIONS AND TASKS
• Evaluate customers and territory for revenue opportunities. Forecast 4X pipeline for
future accounts; change forecasts for bookings in current accounts in CRM & other appropriate
systems. Identify whitespace/gaps in services and solutions at customers through an account
planning process
• Meet annual services booking, quota by identifying and managing service opportunities
through the business development lifecycle to sales orders.
• Develop an account strategy in a sophisticated and complex business environment,
negotiate services contracts and effectively close business.
• Position/present SAP HANA, Big Data and Analytics Services products/solutions,
implementation framework and methodologies to prospective customers and organize/lead
appropriate resources to the account to achieve services sale/upgrade/additional revenue.
• Manage key Services issues on key accounts --- escalation strategy, upgrade strategy,
resource strategy, Partner management and general information. Coordinates with internal
resources to manage each to resolution.
• Develop Market Unit specific demand generation and enablement programs for internal
and external customers to drive pipeline, increase awareness of our services and solutions and
drive bookings. This would include our customers, license, core services, service portfolio, and
COE teams
• Work closely with other SAP stake holders; License, One Service teams, SAMs, COEs,
etc. to drive HANA and Analytics adoption; license and services bookings and revenue
The SSEM works closely with the License organization, Delivery organization, customers and
partners to ensure the overall success of the sale and implementation of SAP's HANA, Analytics
and Big Data services. The SSEM is expected to create strong and lasting relationships,
achieve “trusted advisor” status with assigned customers, expand the services footprint and
meet annual booking targets, while maintaining a high degree of customer satisfaction to
develop reference able customers. The SSEM is also expected to work with the required service
portfolio teams and COEs to develop and roll-out specific demand generation programs. Focus
is mainly on driving net new business in the Key Account and General Business tier account
space; expected to manage 1-20 accounts with a quota of $8M - $15M. This role will report
directly to the NA Innovation Solutions Services Lead with a dotted line into the regions.
EXPECTATIONS AND TASKS
• Evaluate customers and territory for revenue opportunities. Forecast 4X pipeline for
future accounts; change forecasts for bookings in current accounts in CRM & other appropriate
systems. Identify whitespace/gaps in services and solutions at customers through an account
planning process
• Meet annual services booking, quota by identifying and managing service opportunities
through the business development lifecycle to sales orders.
• Develop an account strategy in a sophisticated and complex business environment,
negotiate services contracts and effectively close business.
• Position/present SAP HANA, Big Data and Analytics Services products/solutions,
implementation framework and methodologies to prospective customers and organize/lead
appropriate resources to the account to achieve services sale/upgrade/additional revenue.
• Manage key Services issues on key accounts --- escalation strategy, upgrade strategy,
resource strategy, Partner management and general information. Coordinates with internal
resources to manage each to resolution.
• Develop Market Unit specific demand generation and enablement programs for internal
and external customers to drive pipeline, increase awareness of our services and solutions and
drive bookings. This would include our customers, license, core services, service portfolio, and
COE teams
• Work closely with other SAP stake holders; License, One Service teams, SAMs, COEs,
etc. to drive HANA and Analytics adoption; license and services bookings and revenue
Desired Skills and Experience
High degree of knowledge and understanding of our services and solutions. SAP
HANA, HANA as a Platform, Analytics and Big Data.
• Industry knowledge preferred, but not required
HANA, HANA as a Platform, Analytics and Big Data.
• Industry knowledge preferred, but not required
Knowledge and understanding of implementation methodologies, such as Agile or
Waterfall. (i.e. ASAP methodology)
• Must be able to stay current with new solution roll-outs and improvements
• Must be able to clearly articulate and present customer proposals and solutions with
minimal support.
• Self-sufficient, motivated and reliant. Can manage through a fast paced organization,
adopt to change and stay focused.
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.
POSTING PERIOD
The minimum posting period is 2 weeks (3 weeks for Germany). We encourage all internal
candidates to apply within this time. Please note the posting will remain open until the position is
filled and we will consider applications as long as the posting is published
Waterfall. (i.e. ASAP methodology)
• Must be able to stay current with new solution roll-outs and improvements
• Must be able to clearly articulate and present customer proposals and solutions with
minimal support.
• Self-sufficient, motivated and reliant. Can manage through a fast paced organization,
adopt to change and stay focused.
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.
POSTING PERIOD
The minimum posting period is 2 weeks (3 weeks for Germany). We encourage all internal
candidates to apply within this time. Please note the posting will remain open until the position is
filled and we will consider applications as long as the posting is published
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