Solution Sales Specialist Btp

**What we offer**

The Business Technology Platform (BTP) Solution Sales Specialist primary responsibilities is to take SAP BTP cloud portfolio solutions (Data Base and Data Management, Analytics and Planning, Development Platforms) at the center of Customer’s Digital Transformation and include prospecting, qualifying, selling and closing new and incremental cloud business to existing and net new customers. The Solution Sales Specialist brings an innovative Point of View to the Customer engagement, represent a credible and trusted advisor for Customers C-levels, including the support to the Industry Account Sales Teams to position the Digital Cloud Core S/4Hana Cloud throw RISE proposition with SAP CLOUD offering and uses all resources to accelerate adoption, consumption and solve customer challenges with appropriate SAP BTP solutions.

The role will be focused in the Large Enterprise Segment of customer and is highly visible in the Market Unit and at Regional level and central to SAP’s strategic direction and revenues contribution and is chartered to deliver business growth that outpaces the market also thanks the strong portfolio synergy and collaboration with the strategic team and solution of RISE (SAP ERP Cloud offering).

We are looking for a person with a leadership style that is a blend of strong personal and interpersonal skills that form the basis of a leader’s ability to impact, influence, and inspire within his/her own organization and across the Industries. Result oriented, enterprising, enthusiasm and self-determined are fundamental requirements.

For more details on the BTP portfolio please visit:
**Key Measurements**
Annual Cloud subscription Sw Targets

Annual Renewals Cloud subscription Sw Target

Specific Management KPI’s

**POSITION DUTIES AND RESPONSIBILITIES**
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Account and Customer Relationship Management, Sales for Cloud Subscription Revenue.**:

- **Annual Revenue** - Exceed quota targets: Only Cloud Booking and Cloud Renewals
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Build a customer first strategy **- Achieve customer satisfaction goals for Cloud Subscriptions and Consumption
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Sales strategies** - Develops, tracks and eventually adapt effective account plans to ensure revenue target delivery, new account creations and sustainable growth. Influence organization in order to have BTP Solutions at the center of the Customer Journey and in any S/4Hana Cloud deal, develop relationships in existing or new customers and leverage to drive strategy through organization. Co-operate with the Industry account Teams to define a common sales strategy and sales orchestration for BTP targets combining “big deals” and “volume revenues”.
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Trusted advisor** - Establishes strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
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Customer Acumen** - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
- **Territory and Account Leadership** - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references.
- **Business Planning** - Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Utilize VE, Industry Sales Play, benchmarking, and ROI data to support the customer’s decision process.
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Demand Generation, Pipeline and Opportunity Management**:

- **Pipeline planning** - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
- **Pipeline partnerships **- Leverage support organizations including Marketing, inside sales, Partners and channels to funnel pipeline into the assigned territory or dedicated customers
- **Leverage SAP Solutions - **While staying primarily focused on selling of BTP portfolio, be proficient in embracing other SAP offers to bear on sales pursuits including Industry Solutions, LOB solutions (CX, SCM, HCM, PROCUR etc.) and SAP Cloud Digital core
- **Support all SAP promotions and marketing events in the territory**
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Sales Excellence**:

- Understand, communicate, and Sell value.
- Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
- Orchestrate resources: deploy appropriate teams to execute winning sales. Create OneSAP.
- Utilize best practice sales models starting from LACE - Land Adopt Consume Expand
- Understand SAP’s competition and effectively position solutions against them.
- Maintain CRM system