Senior Solution Sales Executive

Senior Solution Sales Executive HCM

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The Solution Sales Executive (SSE) focuses on solution specific sales for the cloud revenue sales motions within SuccessFactors that solve customer business challenges by closely working with end-to-end account owners during selection and expansion stages. SAP SuccessFactors is a leading suite of cloud-based talent management and human capital management (HCM) software.

What you'll do:

The Solution Sales Executive (SSE) partners with the end-to-end account owner to drive SuccessFactors 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.

•        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 & the business processes it enables to drive 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

•        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

Meet your team:

•        Excellent verbal communication skills & presentation skills

•        Strategic thinker, high degree of creativity and innovation

•        Excellent executive presence

•        Results-driven

•        Strong commercial/deal support skills, especially subscription-based

Role Specific Skills:

•        Net New Sales

•        Competitive Positioning

•        Customer Engagement

•        Demand Generation

•        Customer Value Proposition

•        Demonstration Skills

•        Industry Knowledge

•        Negotiation

•        Overcoming Objections

•        Relationship Building

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