Solution Sales Executive - Customer Experience (CX) - Canada

We help the world run better
At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging - but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.

About SAP Customer Experience

SAP Customer Experience helps build trusted relationships between brands and their customers to unlock a new world of digital innovation, customer value, and sustainable growth. SAP Customer Experience brings together the portfolios and teams from the Hybris, CallidusCloud, Gigya and Coresystems acquisitions to form SAP Intelligent CX, our integrated technology suite. We have a bold mission ahead and have complete support across SAP to revolutionize the front office and bring it together with our back-office through S/4HANA. Across SAP Customer Experience, being bold and winning is paramount to our culture and our people thrive in high performing teams. We seek talent who want to innovate, be disruptive, and who support mutually agreed upon goals and ambitions. As a fast-paced growth business, there are no limits to how our teams will shape the future of SAP and our industry.

ROLE DESCRIPTION:

What you'll do:

The Solution Sales Executive (SSE) will be responsible for driving new Customer Experience business within the SAP customer base where they will be responsible for full sales life cycle from demand generation to closing. SSE will also partners with the end-to-end account owner to drive solution specific sales motions, bring in domain expertise to solve customer business challenges, and grow the customer’s SAP footprint through renewal and expansion to support long term customer success.

The primary purpose of the Senior Solution Sales Executive is to achieve their overall revenue goal. In order to achieve this goal, the Senior Solution Sales Executive must create a complete territory business plan that generates at least 4x their quota in pipeline opportunity. The Senior Solution Sales Executive is responsible to identify and qualify opportunities, develop and drive strategy. The Senior Solution Sales Executive will develop an opportunity plan containing the value proposition for all of SAP's targeted line of business solutions (CRM, HCM, SCM, GRC, EPM, Business Intelligence, etc.) and services to potential customers & prospects in that territory. It is expected that the Senior Solution Sales Executive be adept at creating and nurturing executive relationships on their own while positioning the SAP executive team

.

• Generate demand, manage pipeline, and close opportunities
• Develop opportunity plans containing compelling solution value propositions
• Conduct White Space analysis to identify growth opportunities
• Work with wider account team on sales campaigns
• Manage customer relationships at the solution area/buying center level
• Progress opportunities for move to cloud/expand footprint accounts or accounts which are new to the solution area
• Utilize deep knowledge of how companies operate, business models, strategies, and end-to-end business processes
• Stay informed about SAP’s competition and value drivers
• Leverage SAP’s comprehensive team of experts and industry knowledge to effectively address customer needs
• Build customer participation in relevant SAP communities, programs, and events
• Facilitate collaboration with the partner ecosystem

What you bring:

• Proven track record in business application software sales with overachievement of quota
• 3 - 5 years of experience in sales of business software/IT solutions
• Deep understanding of the solution and solution innovations
• Broad understanding of the SAP solution portfolio and the business processes it enables to drive customer value conversations
• Established relationships with account teams, Customer Business Office (CBO) teams, and relevant geo unit leaders
• Alignment with product/solution management teams and marketing organizations a plus
• Demonstrated success with large transactions and challenging sales pursuits
• Proven contractual and negotiation skills
• Experience driving renewals, expansions, and up-sells of subscription or perpetual license-based solutions
• Knowledge of financial, competitive, regulatory environment
• Bilingual French/English preferred

Intitulé : Cadre commercial Solution - Expérience client (CX) - Canada

À propos de SAP Customer Experience

SAP Customer Experience contribue à établir des relations de confiance entre les marques et leurs clients afin d’ouvrir un nouveau monde d’innovation numérique, de valeur client et de croissance durable. SAP Customer Experience réunit les portefeuilles et les équipes issues des acquisitions d’Hybris, CallidusCloud, Gigya et Coresystems pour former la plateforme SAP Intelligent CX, notre suite technologique intégrée. Une mission ambitieuse nous attend et nous avons le soutien absolu des équipes de SAP pour révolutionner le service client et l’associer à notre arrière-guichet à travers S/4HANA. Chez SAP Customer Experience, l’audace et l’esprit de réussite sont essentiels pour l‘épanouissement de notre culture et de nos employés au sein d’équipes hautement performantes. Nous sommes à la recherche de talents désireux d’innover, de perturber et qui soutiennent des objectifs et des ambitions convenus d’un commun accord. Notre entreprise à la croissance rapide ne fixe aucune limite quant à la façon dont nos équipes façonneront l’avenir de SAP et de notre industrie.

DESCRIPTION DU RÔLE :

Votre rôle :

Le Cadre commercial Solution (SSE) sera responsable du développement des activités liées à l’Expérience client au sein de la clientèle existante de SAP. Il prendra en charge l’ensemble du cycle de vente, de la génération de la demande à la conclusion d’opportunités. Le Cadre SSE travaille en partenariat avec le responsable du compte de bout en bout pour mener des actions de vente spécifiques à la solution, apporter son expertise dans le domaine pour résoudre les défis du client, et renforcer la présence des solutions SAP dans l’infrastructure client en misant sur le renouvellement et l’expansion, dans le but de soutenir la réussite du client à long terme.

L'objectif fondamental du Cadre commercial senior Solution est de parvenir à son objectif de chiffre d'affaires global. Pour ce faire, le Cadre commercial senior Solution doit créer un plan d'entreprise territorial complet qui puisse générer au moins quatre fois son quota d'opportunités de pipeline. Le Cadre commercial senior Solution est chargé d'identifier et de définir des opportunités ainsi que d'élaborer et mener une stratégie. Le Cadre commercial senior Solution élaborera un plan d’action qui contiendra la proposition de valeur pour toutes les solutions des secteurs d’activité ciblés de SAP (CRM, HCM, SCM, GRC, EPM, Business Intelligence, etc.) et les services destinés aux clients potentiels et prospects sur le territoire. Le Cadre commercial senior Solution devra être habile à nouer et entretenir des relations avec les cadres de façon autonome, tout en positionnant l'équipe de direction SAP

.

• Générer de la demande, gérer le pipeline et conclure des opportunités
• Élaborer des plans d’opportunités comprenant des propositions de valeur présentant des solutions convaincantes
• Réaliser une analyse du potentiel commercial afin d’identifier les opportunités de croissance
• Collaborer avec l’équipe du compte au sens large sur les campagnes de vente
• Gérer la relation client au niveau du domaine de solution/centre d’achat
• Faire progresser les opportunités pour la transition infonuagique/renforcer la présence sur les comptes ou conquérir des comptes novices dans le domaine de solution
• Mettre en application ses connaissances approfondies du fonctionnement des entreprises, des modèles de gestion, des stratégies et des processus de gestion de bout en bout
• Se tenir informé de l’activité de la concurrence et des facteurs de valeur de SAP
• Mettre à profit l’équipe complète d’experts de SAP et sa connaissance du secteur pour répondre efficacement aux besoins des clients
• Renforcer la participation des clients aux communautés, programmes et événements SAP pertinents
• Faciliter la collaboration avec l’écosystème de partenaires

Votre profil :

• Expérience avérée dans la vente de progiciels de gestion avec dépassement des quotas
• 3 à 5 ans d’expérience dans la vente de progiciels de gestion/solutions informatiques
• Compréhension approfondie de la solution et des innovations connexes
• Compréhension globale du portefeuille de solutions de SAP et des processus de gestion permettant d’engager des conversations à valeur ajoutée avec les clients
• Relations établies avec les équipes du compte, les équipes du Customer Business Office (CBO) et les responsables des unités géographiques concernées
• La coordination avec les équipes de gestion des produits/solutions et les organisations de marketing est un plus
• Réussite avérée dans le cadre d’importantes transactions et d’activités de vente dans un contexte compétitif
• Compétences avérées en matière de contrats et de négociations
• Expérience dans la gestion des renouvellements, des expansions et des ventes incitatives de solutions basées sur des abonnements ou des licences perpétuelles
• Connaissance de l’environnement réglementaire, concurrentiel et financier
• Bilingue (anglais/français) souhaité

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.

We win with inclusion
SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone - regardless of background - feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better world.

SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and 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: Careers@sap.com.

For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements.

SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 170,200 - 381,200 CAD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount, and any actual payout amount is dependent on company and personal performance. A summary of benefits and eligibility requirements can be found by clicking this link: www.SAPNorthAmericaBenefits.com.

Due to the nature of the role, which involves global interactions with SAP entities, as well as with employees and stakeholders in Canada, functional proficiency in English is required for positions based in the Quebec.

AI Usage in the Recruitment Process

For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process.

Please note that any violation of these guidelines may result in disqualification from the hiring process.

Requisition ID: 433096 | Work Area: Sales | Expected Travel: 0 - 30% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid