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
A Platform Innovation Executive (PIE) is part of the Platform & Technologies sales organization (P&T) in Middle & Eastern Europe (MEE). They are the essential link between sales, and presales/CoE to help facilitate and scale the MEE SAP Cloud Platform business to sales and customer success.
To do so, your responsibilities are to create, support, and lead customer opportunities to drive sales and customer success. A second pillar is to foster deployment by facilitating the identification of solution use cases with your customers, either during the sales-cycle or post-sales, as deployment is the only way our customers can leverage the value of SAP Cloud Platform. Furthermore, PIEs drive scale by educating and enabling our internal organization and driving demand generation activities. Your customer base ranges from large to midsize customers, depending on your market. All these activities happen in close collaboration and alignment with the P&T leadership, P&T sales and respective account teams in your local market, as well as other regional or global functions if needed (e.g. product management).
EXPECTATIONS AND TASKS
Represent SAP and its SAP Cloud Platform product line in defined customer accounts.
Your customer set will range from large to mid-sized customers with a focus on scale, rather than very few, very large accounts. They are all from Switzerland.
Create and/or support and/or drive customer opportunities, depending on what is needed to drive sales and customer success in any given situation.
Develop a deep understanding of the SAP Cloud Platform solution, related SAP offerings, and its value propositions, in order to identify sales opportunities and convincingly position the solution externally at customers, and internally at account teams, in order to bring SAP Cloud Platform on their agenda.
Help account teams understand, navigate and position the solution’s capabilities, roadmap, and value proposition, in all phases of a sales-cycle.
Research customer environments to create effective business impact models and business cases.
Lead or support the creation of BoMs and quotes, reflecting the customer needs.
Advise account teams on commercial aspects, bundling opportunities, conversions, and all process-related aspects of SAP cloud selling.
Support demand and pipeline generation activities.
Identify and develop industry-specific use cases with your customers during the sales-cycle and/or post-sales, to ensure solution deployment and adoption. Closely align these activities with the Customer First organization.
Offer internal and external enablement for SAP Cloud Platform in various formats where needed.
Closely collaborate with all necessary functions and build a strong network across all sales and non-sales functions (e.g. product management, finance & contracting, operations). It is the key to success of a PIE.
Actively contribute to the SAP Cloud Platform community with own ideas and best practice sharing.
Be creative, self-motivated and persistent.
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES
Minimum: Bachelor’s degree in business, engineering, or technology.
Exceptional analytical, facilitation, interpersonal, and persuasion skills, as well as ability to think out-of-the-box and never losing the big picture context.
Drive for execution and results. Highly committed to delivering the highest level of customer service and driving customer success.
Profound understanding of business application software, business processes, underlying technologies, and cloud computing models SaaS, PaaS, and IaaS.
Ideally understanding of SAP‘s portfolio, and S/4HANA solutions suite.
Ability to create and present complete solutions and business cases.
Background in application platform sales (software or services), presales, or solution architecture, with proven track record in target achievement.
Collaborate inside SAP across roles, departments, and locations and leverage all organizational areas to support the whole value-chain.
Strong relationship building skills both internally and externally.
Fluent German and English language skills, excellent written and verbal communication skills.
5+ years of experience in software or services sales, presales, or solution architecture.
Proven experience in effectively navigating large, and heavily matrixed organizations.
Experienced in managing complex sales-cycles.
Experienced in working in a solution / overlay sales organization.