Digital Transformation Strategist

5 days ago

Canberra, ACT, Australia SAP SE Full time

At SAP SE, we empower professionals to bring out their best. Our company culture is built on collaboration and a shared passion for helping the world run better. We focus every day on building the foundation for tomorrow and creating a workplace that values diversity, flexibility, and a purpose-driven approach.

Job Description

The Business Technology Platform (BTP) Senior Solution Sales Specialist primary responsibilities include driving digital transformation with SAP BTP cloud portfolio solutions as the foundation for customers' business growth. Key responsibilities involve prospecting, qualifying, selling, and closing new and incremental cloud business to existing and net new customers.

The Senior Solution Sales Specialist brings an innovative perspective to customer engagement, represents a credible and trusted advisor for C-level executives, collaborates with Industry Account Sales Teams to position digital transformation with SAP cloud offerings, and utilizes all available resources to accelerate adoption, consumption, and solve customer challenges with appropriate SAP BTP solutions.

The role will be focused on the NSW and Western Australia segment of customers and is critical for BTP success in the Market Unit as well as central to SAP's strategic direction and revenue contribution. The role is chartered to deliver business growth that outpaces the market with a strong portfolio of platform cloud services and synergy and collaboration with strategic teams and RISE solution.

The right candidate must have a clear Cloud Mindset and proven sales experience, orchestrating virtual teams of diverse contributors towards a common goal, driving a multi-million-euro subscription business, sales experience and knowledge in software and infrastructure sales, and domain knowledge in areas of cloud intelligent suite and a cloud solution in general (SaaS, PaaS, IaaS).

We are looking for a person with a leadership style that is a blend of strong personal and interpersonal skills forming the basis of a leader's ability to impact, influence, and inspire within their own organization and across industries. Result-oriented, enterprising, enthusiastic, and self-determined are fundamental requirements.

Key Responsibilities
  1. Account and Customer Relationship Management, Sales for Cloud Subscription Revenue:
  • Annual Revenue – Exceed quota targets: Cloud Booking and Cloud Renewals
  • Build a customer-first strategy – Achieve customer satisfaction goals for Cloud Subscriptions and Consumption
  • Sales strategies – Develops, tracks, and adapts effective account plans to ensure revenue target delivery, new account creations, and sustainable growth.
  • Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value.
  • Customer Acumen - Actively understands each customer's technology footprint, strategic growth plans, technology strategy, and competitive landscape.
  • Territory and Account Leadership - Leads designated territory, including accounts, account relationships, prospect profiling, and sales cycles.
  • Business Planning – Develops and delivers a comprehensive business plan to address customer and prospects priorities and pain points.
Demand Generation, Pipeline, and Opportunity Management
  • Pipeline planning - Follows a disciplined approach to maintaining a rolling pipeline.
  • Pipeline partnerships – Leverages support organisations including Marketing, CoE, Partners, and channels to funnel pipeline into assigned territory or dedicated customers.
  • Leverages SAP Solutions – While staying primarily focused on selling BTP portfolio, becomes proficient in embracing other SAP offers.
  • Supports all SAP promotions and marketing events in the territory.
  • Understands, communicates, and sells value.
  • Maintains White Space analysis and execution of initiatives (upsell and cross-sell) on customer base.
  • Orchestrates resources: deploys appropriate teams to execute winning sales.
  • Utilizes best practice sales models starting from LACE – Land Adopt Consume Expand.
  • Understands SAP's competition and effectively positions solutions against them.
  • Maintains CRM system with accurate customer and pipeline information.
Leading a Virtual Account Team
  • Demonstrates leadership skills in the orchestration of x-lob, Customer Success team, and remote teams.
  • Ensures account teams and Partners are well-versed in each account's strategy and well-positioned for all customer touchpoints and events.

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