SAP Solution Sales Expert (BTM), Sweden

We help the world run better
At SAP we keep it simple: you bring your best to us and well bring out the best in you. Were builders touching over 20 industries and 80% of global commerce and we need your unique talents to help shape whats next. The work is challenging but it matters. Youll find a place where you can be yourself prioritize your wellbeing and truly belong. Whats in it for you Constant learning skill growth great benefits and a team that wants you to grow and succeed.

SAP Business Transformation Management (BTM) is a new solution area created to support our customer transformation journeys by aligning the four elements of transformation: Processes Applications People and Data.

SAP BTM was built by acquiring the following companies: Signavio (Processes) LeanIX (Enterprise Application Management) and WalkMe (People Digital Adoption).

SAP BTM toolchain powered by AI provides proper support to the most critical SAP initiatives such as Suite First & AI First by aligning processes applications and people with business strategies goals and priorities. SAP BTM supports the clean core strategy and fit-to-standard exercises to get the best from our Cloud Solution portfolio (Cloud ERP (RISE & GROW) Cloud LoBs) and maintain sustainable value realization.

The SAP Business Transformation Management Solution Sales Experts primary responsibilities include execution prospecting qualifying selling and closing new business to existing and net new customers.

EXPECTATIONS AND TASKS

Subscription Revenue:

• Annual Revenue Achieve/exceed quota targets.
• Sales strategies - Develop effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships with new and existing customers and leverage them to drive strategy through the organization.
• 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.
• Customer Acumen - Actively understand each customers 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 benchmarking and ROI data to support the customers decision process.

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.
• Leverage SAP Solutions Be proficient in and bring all SAP offers to bear on sales pursuits including Industry Solutions LOB solutions (CRM SCM HCM SRM et. al) and technology solutions (Business Analytics Mobility Database and Technology et. al)
• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
• Support all SAP promotions and events in the territory

Sales Excellence

• Strong approach to Value Selling (Business Transformation).
• Maintain White Space analysis and execution of initiatives (upsell and cross-sell) on customer base.
• Big-Business-Value-Deal mindset.
• Orchestrate resources: deploy appropriate teams to execute winning sales.
• Utilize best practice sales models.
• Understand SAPs competition and effectively position solutions against them.
• Maintain CRM system with accurate customer and pipeline information.

• Demonstrates leadership skills in the orchestration of remote teams.
• Ensure account teams and Partners are well-versed in each accounts strategy and well-positioned for all customer touchpoints and events. Maximize the value of all sales support organizations.

WORK EXPERIENCE

• 10 years of experience in sales of complex business software / IT solutions
• Strong understanding of business processes enterprise applications digital adoption and industry business transformation
• Proven track record in business application software sales: big deals value deals customer long-term engagement strategy
• Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced consultative and competitive market.
• Business level English: Fluent
• Local language: Fluent Swedish Business Level

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

• Bachelor equivalent
• Masters in business administration desired
• Certification in Business Process Management and/or Enterprise Architecture desi

Kindly provide both CV and Cover Letter in order to be considered for the role

Bring out your best
SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software SAP has evolved to become a market leader in end-to-end business application software and related services for database analytics intelligent technologies and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide we are purpose-driven and future-focused with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries people or platforms we help ensure every challenge gets the solution it deserves. At SAP you can bring out your best.

We win with inclusion
SAPs culture of inclusion focus on health and well-being and flexible working models help ensure that everyone regardless of background feels included and can run at their best. At SAP we believe we are made stronger by the unique capabilities and qualities that each person brings to our company and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better world.

SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and 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:

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Qualified applicants will receive consideration for employment without regard to their age race religion national origin ethnicity gender (including pregnancy childbirth et al) sexual orientation gender identity or expression protected veteran status or disability in compliance with applicable federal state and local legal requirements.

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

AI Usage in the Recruitment Process

For information on the responsible use of AI in our recruitment process please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process.

Please note that any violation of these guidelines may result in disqualification from the hiring process.

Requisition ID: 438230 Work Area: Sales Expected Travel: 0 - 10% Career Status: Professional Employment Type: Regular Full Time Additional Locations: #LI-Hybrid