sap account manager (sap Business Development Manager)SoftwareOne

The role
Responsible for leading and executing the SoftwareONE SAP sales and marketing strategy and to position SoftwareONE to drive net new business. The role will work closely with the SAP Practice Lead, SoftwareONE Services Lead and SAP Solution Specialists as well as the broader SoftwareONE Sales Teams.
The role will target strategic markets and clients across given geographic region through collaboration with SoftwareONE lines of business within the geographic region. The role will also co-own SAP solution sales developed by the SAP Solution Specialist.
The role will be responsible for business development, and defining marketing activities within his/her assigned region, supported by the SAP line of business and the extended SoftwareONE organization.
The role functions as a partnership with all lines of business within SoftwareONE, the SAP regional business and primary account manager and is not limited to traditional "overlay role" restrictions. The role is expected to take a consistently proactive approach to developing solution sets associated with driving demand generation, marketing and deal crafting.
A critical aspect of this role is to leverage the broad account relationships within the various lines of business in order to extend our influence and enhance the commercial and strategic conversations. It is also critical to establish and enhance the SAP relationship across the given geographic region and to be seen as a valued and strategic partner. The role also serves as the liaison between the assigned sales team and customers and professional services delivery resources which include both in-house and partner delivered services.
The SAP Account Manager will assist in scoping professional services opportunities and assist in the creation and delivery of Statements of Work (SoW) to customers. The SAP Account Manager will be required to maintain an advanced level of knowledge across at least one specific capability set to serve as the subject matter expert.
In this role your focus will be selling the SoftwareONE SAP services, which includes but not limited to:
SAP Business Advisory services
AWS cloud modernisation and managed services
Azure cloud modernisation and managed services
SAP Managed Application services; and
SAP Functional Consulting services
Roles and responsibilities
Lead the SAP line of business to a client centred, outcome based sales approach
Takes responsibility for delivery of SAP Service Sales budget for geographic region
Responsible for developing strong relationships with Sales Leadership and Business Development Managers (BDMs) to create a high performance culture
Develop a strong relationship with SAP, Microsoft, AWS and Splunk in given geographic region
Drive and maintain high quality in sales through cross line of business collaboration
Be accountable for creating and delivering strategic solutions
Assessing potential recruits and provide final recommendations on key hires
Contribute to developing relationships across SAP, AWS, Microsoft and other nominated partners of SoftwareONE to position competitively
Prospect new direct clients and partners to develop new business, revenue and profit for SoftwareONE
Working in collaboration with SoftwareONE Specialists to generate new business
Lead negotiations, coordinates complex decision-making process, and overcomes objections to capture new business opportunities
Effectively communicates and presents the SoftwareONE Value Proposition and all associated SAP Service Offerings
Develop strategies for top accounts which maximize cross-sell and up-sell business opportunities
Manage the sales lifecycle, including territory planning, deal reviews, gaining approvals, sales pipeline management and forecasting, deal closure planning
Assists with all marketing related events, seminars, mailings, and call campaigns
Submits accurate and timely forecasts
Properly log all client activities, opportunities and contacts in NAVision and designated sales and call reports
Proactively invest in your personal training and development. This includes keeping up to date with software & IT industry trends, maintaining professional accreditations.
Achieve average customer satisfaction score of 9 out of 10;
Accountable for ensuring SoftwareONE meets all customer contractual obligations and manage the escalation process if required; and
Accountable for ensuring customers deliver on SoftwareONE contractual terms, including paying on time
What we need to see from you
Sales Knowledge, Skills and Abilities Required:
Degree level preferred and/or demonstrated ability to quickly learn;
5 - 7 years of experience in SAP Service Sales essential
Hunter profile and proven solution selling experience with an emphasis on strong account management skills and ability to facilitate account reviews, including executive level quarterly business reviews;
Collaborative sales style that aligns with the customer value and needs
Has ability to build relationships and quickly develop trust with C-level executives
Outgoing, confident and highly social
Ambitious and highly motivated self-starter;
Ability to collaborate and mobilise others;
Deep consulting and problem solving skills to analyze and document customer business requirements and pain points;
Ability to build broad networks within enterprise accounts across IT operations, project teams, architects, security, software managers, procurement and commercial teams;
Strong organizational, multitasking and time management skills; and
Ability to work in a fast-paced team sales environment with minimum supervision.
Technical Knowledge:
Very good understanding of SAP technology, implementation and services delivery
Experience of selling SAP on Cloud migrations and SAP Managed Services is very beneficial
Expert sales knowledge of ECC and S/4 Hana and understanding of latest SAP and Hyperscaler Technology trends
Knowledge of a specific industry (e.g. FinTech) or function (e.g. Plant Maintenance);
Commercial knowledge of pricing SAP, AWS and Azure based on specific customer technical and /or functional requirements
SoftwareOne

Makati City, Metro Manila
Permanent
Full-time