SAP - ISV Senior Sales Executive

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.

PURPOSE AND OBJECTIVES

The Independent Software Vendor (ISV) Senior Sales Executive will report to a Head of ISV MEE (Middle and Eastern Europe) Region managing ISV business in DACH, CEE and CIS. The team is currently made of 5 ISV Sales Executives is part of the Global ISV organization of around 120 people.

The ISV Senior Sales Executive is responsible for recruiting and acquiring new partnerships and pursuing net new business in an assigned geography and industry specifically focused on selling our ISV (independent software vendor) portfolio. The successful applicant will be responsible for collaborating with customers and partners to define SAP solutions that lead to accelerated product sales’, achieving new design wins with associated sell through revenue and raising the profile of ISV with their internal colleagues.

Day to day tasks will include identifying and closing new opportunities including supporting accounts in an assigned territory from business development, and prospecting, through contract negotiations, signing, and post-sales support. This will include negotiating technology adoption and license use agreements and meeting specific revenue targets. Results are achieved by developing a partnership sales strategy, identify and develop joint integrated solutions and execute a sales go-to-market plan that enables SAP’s ISW Customers / Partners to extend their market reach and acquire new revenue and market share. ISV sales is critically important to SAP establishing a leading position in the platform services delivery ecosystem, building and extending our market leading solution offerings and in gaining a competitive advantage.

EXPECTATIONS AND TASKS

  • Directly interact with prospects to develop and transact committed ISV revenue/sales in specified segment in Germany

  • Prospect new companies as potential customers of SAP's ISV solutions utilizing SAP's ISV Marketing resources and submission of RFP’s and RFI’s as appropriate

  • Assemble, prepare, and manage the Virtual Account Team consisting of Sales, ISV Pre-Sales and other relevant roles so that SAP’s solutions are well positioned in the account

  • Develop a network of aligned influencers of sales, business development, product management and development resources within the partnership targets

  • Develop, negotiate and write contracts with prospect accounts in geographic territory leveraging internal legal, revenue recognition and sales management functions

  • Update on a timely basis SAP's CRM system with accurate customer & pipeline information

  • Pursue professional and personal development to ensure adequate knowledge of the markets and industries SAP serves as well as the products and services SAP provides

  • Contribute to team strategy discussions and operational efficiency strategies

  • Participate as a collaborative team member in sharing experience and expertise with colleagues

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

  • Demonstrated success at software sales with partnership and ISV/OEM routes to market

  • Expert understanding of solution/structured and industry selling approach

  • Ability to identify and influence senior management (both customers and SAP's senior management), able to generate buy-in, make quick solid decisions

  • Understanding of legal contracts and revenue recognition principles

  • Desire to work in a unique, dynamic, ever changing environment

  • Strong team building skills – ability to identify and motivate a supporting-sales and account management team in a highly matrixed environment

  • Results driven

  • Excellent communication and negotiation skills

  • Fluent in German and English, Russian language skills are an advantage

  • Must be able to demonstrate proficiency in SAP or competitive products and be able to evangelize and articulate benefits of using our products in broad business terms from the partners’ industry perspective

  • Utilize in-depth knowledge, advanced problem-solving skills and an awareness of SAP vision & priorities to achieve stated results

  • Industry knowledge and customer understanding

WORK EXPERIENCE

  • 7+ years in enterprise technology sales, with a preference for ISV/OEM selling skills

  • Experience in driving strategic ISV deals

  • Proven track record of acquiring customers with revenue growth and exceeding quota attainment

  • Demonstrated success in matrix team-based solution with focus on revenue delivery

  • Understanding of software development/decision making processes and some level of technical understanding is an asset

  • Previous experience in a fast paced, highly changing environment, preferably Top Tier enterprise software (ERP/CRM preference)

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. If you 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 (Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com).

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