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SAM Specialist

Job Description and Requirements

Job description / Role

Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time 

COMPANY DESCRIPTION 

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. 

ROLE DESCRIPTION 

- Responsible for one or more strategic customers 
- Be a Trusted Adviser and "Talk Business" 
- Deal with LOB, Executive Level 
- Establish powerful long term relationships 
- Orchestrate and be integral to the Virtual Account Team 
- Sell / Organize sales of the complete portfolio 
- To Achieve Our Vision (Innovation) 
- P/L responsibility for all consulting projects in the relevant customer 
- Sponsor of projects 
- Effective management of the relevant partners

Requirements

WORK EXPERIENCE 

Functional Experience 

- 3-5 year experience in sales activities including generation and management of opportunities and bids, deal closure and client relationship management 
- Treating customers and colleagues with respect, fairness and consideration 
- Ethics 
- Setting Personal Objectives 
- Self-Awareness (knowing yourself - your strengths & your weaknesses) 
- Drive -The approach that brings intensity, pace, sharpness to the working life. The mind set to keep active & makes things happen. 

Managerial Experience 

- None, solid experience in leading virtual teams 

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES 

- Bachelor or Master's Degree 
- Fluent English 

Core Competencies: 

- Business Acumen 
- Customer Focus 
- Innovative Thinking 

Employee Competencies 

- Challenge Complexity 
- Change Agility 
- Communication 
- Results-Driven 
- Intercultural Sensitivity 
- IT Principles & Data Security 
- Partner & Third Party Engagement 
- Quality Focus 
- Self Development 
- Teamwork & Collaboration 

Leadership Competencies 

- Build Trust 

Services Sales 

- Account Planning Effectiveness 
- Align SAP Services offer to customer requirements 
- Broadening Customer Contact Base 
- Collaborative Account Planning 
- Collaboration during sales process 
- Cross Selling 
- Customer Insight 
- Customer Review Meeting 
- Customer Situation Knowledge 
- External References 
- Go To Market Sales Plan 
- Innovative Services Delivery Models 
- Manage Global Customers 
- Manage Decision Process of Buying Centers 
- Managing SAP Cost of Sale 
- Marketing Campaigns 
- Motivating the team 
- New Business Generation 
- Objection Handling 
- Organizing Demo Resources 
- Partner Relations 
- Position SAP Services 
- Price Handling 
- Proof Points 
- Providing usable Market Requirements 
- Qualifying 
- Relationship Selling 
- Resource Engagement in Sales Cycle 
- Responding to Requests for Proposal 
- Sales Process & Policies Knowledge 
- Sales Strategy 
- SAP Services Portfolio Knowledge 
- Services Sales Methodology 
- Special Events 
- Strategic Partnering 
- Up Selling 
- Value Proposition 
- White Space Analysis 
- Win Win 

Sales 

- Business Process Comprehension 
- Financial Acumen 
- Presales Skills 
- Sales Industry Knowledge 
- Account Strategy 
- Executive Alignment 

Competitive Knowledge 

- Knowledge of Market & Competitors 
- Knowledge of partners 

Team Leadership Skills 

- Team Lead Capabilities 

Organization Effectiveness 

- Ability to take Accountability & responsibility 
- Adaptability 
- Build Rapport 
- Building Credibility 
- Conflict Management 
- Consensus Building 
- Critical Problem Solving 
- Gather & Apply information 
- Influencing 
- Intercultural Competence 
- Negotiation Skills 
- Networking 
- Preparation for Customer Meetings 
- Presentation skills 
- Relationship & Trust Building 
- Time Management 

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. 

Successful candidates might be required to undergo a background verification with an external vendor.