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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
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
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.