SAP Services Sales Account Manager
January 6th, 2012Job Type: Permanent
Location: London, UK
Salary: Flexible to £90K/£95K OTE £130K Plus Car, Pension, BUPA and other Benefits
Responsible for: Selling SAP services into new and existing accounts across CPG, Retail, Manufacturing, and Pharma). Experience working in one or more of these areas is highly desirable
Purpose of Role: To contribute to revenue growth and profitability by developing profitable consulting and services sales in new and existing customers, engaging with relevant Licence Sales Account Executives to leverage software sales and achieve orders targets. To proactively lead business development and marketing activities. To assist and advise the consulting delivery team in defining service offerings and delivery standards in line with customer demand.
Specific responsibilities include:
Work with specific practice management to help determine Go to Market plans & solutions
Evaluate new SAP solution offerings on an ongoing basis and recommend as appropriate to create additional levels of value in new/ major opportunities.
Qualify opportunities to ensure high levels of success, and optimal cost of sale.
Drive and manage bids to assess and alleviate risk, set profitable pricing and favourable commercial terms.
Ensure that all activities in the selling cycle are relevant, professional and contribute to the success of the sale.
Manage significant Opportunities in formal and pro-active manner
Ensure effective use of collateral and document quality, timescales.
Negotiate deals to maintain profitability and ensure implementation is achievable.
Actively manage business opportunity pipeline
Identify and target customers to stimulate interest and awareness
Proactively sell current/ future Consulting capability in order to maximise the Pipeline and utilisation where appropriate.
Develop trusted advisor status with new and existing customers with services/ consulting sales opportunities, ensure strong, long-lasting relationships with senior and executive decision makers and customer PMs to achieve strategic references.
Establish realistic expectations with senior management in new and existing customers, based on a clear understanding of their business drivers, value expectations, business case and ROI assumptions.
Required Qualifications and/or Skills/Experience: Experience and success of selling services to the relevant market sectors described above. Success in developing and closing “project style” sale. Knowledge of SAP software and services.
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