Job Openings at SAP

What You Will Do

As the Senior Solution Sales Executive BTP, your primary objective will be to achieve your overall revenue goals by creating a robust territory business plan 
generating at least 5x your quota in pipeline opportunities. Key responsibilities include:

• Revenue Generation: Identify and qualify opportunities while developing and executing strategies to drive sales success.
• Territory Development: Create an opportunity plan that effectively communicates the value proposition of SAP’s targeted line of business solutions to 
  potential customers and prospects.
• Collaboration: Work closely with the Sales Manager and team to implement programs that enhance pipeline growth and facilitate deal closure.
• Account Planning: Collaborate with the Value Added Team (VAT) to educate target accounts on BTP solutions and strategize for key accounts.
• Sales Cycle Management: Uncover and manage sales cycle opportunities to maximize engagement with prospects.
• Market Expansion: Lead initiatives to establish, develop, and expand market share and drive revenue within assigned accounts.
• Sales Best Practices: Develop and implement sales best practices to ensure repeatable success across named accounts.

What You Bring

• Experience: Minimum of 10 years of sales experience in business software and/or IT solutions, with at least 5 years specializing in database management solutions, 
  data integration, AI solutions, and application development (low-code/no-code technologies and middleware).
• Executive Engagement: Proven experience selling to CXOs with a strong track record of managing large accounts and facilitating technology discussions.
• Achievement Orientation: Demonstrated success in meeting targets and driving new business opportunities.

Education

• Bachelor’s degree in Business, Engineering, Technology, or a related field.
• Relevant sales certifications such as Challenger Training, SPIN Selling, Sandler Training, and technology-specific certifications are beneficial.

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What you’ll do/ Key Responsibilities

Sales Strategy and Execution

• Develop and execute comprehensive sales strategies to promote SAP Business Data Cloud solutions.
• Identify and pursue new business opportunities to achieve or exceed sales targets.
• Conduct market research to stay informed about industry trends and customer needs.

Customer Engagement and Relationship Management

• Build and maintain strong relationships with key stakeholders and decision-makers within client organizations.
• Engage in consultative conversations to understand customer challenges and propose tailored SAP Business Data solutions.
• Provide exceptional customer service to ensure client satisfaction and foster long-term partnerships.

Product Expertise and Demonstration

• Serve as a product expert on SAP Business Data Cloud offerings, including AI capabilities.
• Deliver compelling presentations and demonstrations to showcase the benefits of SAP's data solutions.
• Address technical objections and guide customers through solution implementation.

Collaboration and Resource Management

• Work closely with internal stakeholders to orchestrate resources that support customer engagements and accelerate deal closure.
• Strong alignment with the Account teams, Customer Success Partners & Partner Business manager to drive successful adoption and consumption of SAP Business Data Cloud technologies

What you bring/ Qualifications

Required:

• Bachelor's degree in Business, Information Technology, or a related field.
• At least 3 years of experience in technology sales or cloud solutions.
• Proven track record of achieving or exceeding sales quotas.
• Excellent communication, negotiation, and presentation skills.
• Ability to articulate complex technical concepts clearly and compellingly.
• Strong analytical skills with a focus on identifying customer needs and providing solutions.

Preferred:

• Understanding of SAP technologies including SAP Datasphere, SAP Analytics Cloud, SAP BW and SAP Business AI. Generic knowledge about SAP Business Technology Platform is useful.
• Proficient in cloud platforms (AWS, Azure, Google Cloud) and data engineering tools.

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Tasks:

• Advising customers in the context AI and clean data (i.e. data quality, data volume, data privacy). Representation and presentation of all SAP’s and DMLT’s AI solutions.
• Conducting system analyses and feasibility studies based on data management methodologies using SAP and DMLT solutions.
• Create implementation roadmaps for customer’s journey to clean data.
• Interactively moderate workshops with customers, colleagues and partners and present the results of their work.
• Implementation of data quality improvement projects based on AI, SAP standard software and DMLT automation solutions.
• Continue to improve, standardize, and expand our range of services together as a team.
• Collaborate trustingly and reliably with colleagues in different areas of SAP in different roles and in locations around the world.
• Support business development and go-to-market activities to grow a project pipeline.

Education, qualifications, skills, and competencies:

• Good technical college or university degree (diploma / bachelor / master) in computer science, business informatics, or comparable work experience.
• At least 6 years of broad experience in SAP technologies, with a focus on Business Technology Platform and S/4HANA, including several years of experience in both consulting and technology development.
• Several years of experience in Artificial Intelligence, Data Science, Machine Learning technologies
• Proven hands-on experience with SAP Business AI (AI Core, AI Services, Joule) is a plus
• Sound programming knowledge and experience in Python, Javascript, or ABAP/ABAP OO.
• SAP ERP application know-how (FI, CO, MM, SD, ...) is a plus
• Confident appearance in front of customers and experience in communication at decision-making level.
• Very good communication and moderation skills, and strong team orientation.
• Very good knowledge of English, both spoken and written.

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EXPECTATION AND TASKS

• Your role involves delivery of technical and application services within customer engagements.
• You need good SAP Technology, Basis and HANA capabilities, and you are a decent problem solver with the ability to communicate effectively in an international environment.
• According to your experience, strengths and customer needs, you will conduct some of the following tasks:
• Be actively involved in the preparation, conception, realization, and Go Live of customer implementation projects
• Demonstrate the ability to plan, run, and manage blueprint workshops/meetings with internal and external clients
• Assisting in defining the scope of a project/opportunities, estimating efforts and project timelines
• Analyze business processes including root cause analysis and technical performance optimization
• Upgrade and migration of SAP systems
• ABAP and/or JAVA code optimization
• SAP HANA Installation, Upgrades and Migrations
• Transition to Hyperscalers
• Plan Large Scale Transformation Programs from a Technical Perspective

MANDATORY SKILLS

• At least 10 years of SAP Technology implementation experience or support experience
• At least 10 years experience with SAP ABAP and JAVA based netweaver systems 
• University degree in computer science, business information technology, mathematics, physics, engineering or equivalent
• Experience in performance analysis, databases, hardware layouts and components, networks, IT upgrade and migration planning
• Experience in Installing and Operating SAP HANA
• Experience with RDBMS databases like MSSQL, SAP HANA, Oracle or DB2
• Programming skills in at least one language e.g. (ABAP, JAVA, C, C++, SQL or similar)
• Ability to drill down into technical issues and solve complex and detailed problems
• Experience with SAP Integration Technologies and BTP
• Ability to deliver clear, concise presentations and present complex information in a clear and precise manner
• Willingness and ability to travel to customers 
• Excellent verbal and written communication skills in English
• Experience in working with cross-cultural teams or individuals
• Experience in working with cross-functional teams

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RESPONSIBILITIES

• Achieve sales objectives primarily through selling SAP Signavio software solutions to new customers and also through sales of additional services to new customers
• Develops and maintains an effective business, sales, and marketing plan for assigned territory
• Develops sales strategies that link prospect’s business drivers to SAP 
• Identify sales opportunities through direct prospecting, lead follow up, networking and partner relationships
• Manage sales process through qualification, needs analysis, product demonstration, negotiation and close
• Consistently maintains a reasonable number of new weekly face-to-face prospect meetings
• Work with pre-sales team when technical or product support is required
• Effectively demonstrates and presents SAP solutions to qualified prospects
• Demonstrate and maintain a high level of knowledge about SAP products and services
• Demonstrate and maintain an understanding of the territory, marketplace, competitive offerings and other business issues relevant to the position
• Use effective time and territory management to maximize results.

POSITION REQUIREMENTS

• Degree in a business or technical related area of study
• Minimum of 10 years’ experience selling SaaS/ Cloud solution, quota carrying role.
• Experience selling business process management and enterprise applications
• Business Transformation Management experience 
• Expertise dealing with complex sales cycle
• English language fluency is mandatory
• Mandatory knowledge and extensive exposure of the local region

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A day in the life… 

• Work closely with the sales team to understand customers’ business transformation requirements to the cloud and help define sales strategy, drives qualification, deal governance and create a roadmap for the journey to the Cloud through S/4HANA with SAP solution offerings
• Articulate S/4HANA Finance competitive advantage to customers and prospects
• Lead and coordinate across multiple SAP internal teams (Product, Architects, Sales, Bid Centre, and solution advisors ...) to provide deal support to opportunities across Industry.
• Explaining and Running Digital Discovery Engagements and Roadmap-Assessments with prospects
• Present SAP solutions to a diverse range of stakeholders in many different industries from the CFOs and other CXOs to the hands-on end user
• Provide our customers with solution expertise to support strategic engagements. 
• Maintain knowledge with quarterly release cycles you need to proactively stay up to date on latest enhancements and new capability
• Invest time in educating SAP Partners to enable them to support their software selling motions and help us scale.
• Innovate, innovate and innovate across customer solution architected, presentations given and engaging demonstrations

What you bring

• Bachelor’s / Master’s degree in Accounting or related discipline required from an accredited university. MBA or advanced degree in related discipline preferred.
• Certified and/or Trained in the area of Finance for SAP S/4HANA.  
• Knowledge of additional S/4HANA modules will put you on an advantage
• Expertise in an Industry such as High tech, Retail, Professional Services, Manufacturing etc will be a plus
• Knowledge of SAP S/4HANA Cloud Private Edition in the area of Finance will be an added advantage
• Project and Consulting Experience in SAP S/4HANA or SAP ECC 6.0 Implementations and corresponding project programs.
• Customer Focused and Flexible time for regional coverage
• Professional experience, and we’d love it if you had broad set of Core SAP ERP experience
• End to end SAP S/4HANA or SAP ECC 6.0 implementations will be highly desirable
• Experience in presales, technology consulting, or a comparable customer-facing role is essential, with a demonstrated proficiency in S/4HANA Finance
• Knowledge of SAP Activate for SAP S/4HANA as well as tools, accelerators available for our customers, partners.

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What you'll do:

• The Solution Sales Executive (SSE) partners with the end-to-end account owner to drive solution specific sales motions, bring in domain expertise to solve customer business challenges, and grow the customer’s SAP footprint through renewal and expansion to support long term customer success.
• Generate demand, manage pipeline, and close opportunities
• Achieve sales objectives primarily through selling SAP Concur’s travel and expense software solutions to new customers and also through sales of additional services to new customers.
• Develops sales strategies that link prospect’s business drivers to SAP Concur’s Employee Spend Management Solution.
• Effectively demonstrates and presents SAP Concur’s solutions to qualified prospects.
• Demonstrate and maintain a high level of knowledge about SAP Concur’s products and services.
• Develop opportunity plans containing compelling solution value propositions
• Conduct White Space analysis to identify growth opportunities
• Work with wider account team on sales campaigns
• Manage customer relationships at the solution area/buying center level
• Progress opportunities for move to cloud/expand footprint accounts or accounts which are new to the solution area
• Utilize deep knowledge of how companies operate, business models, strategies, and end-to-end business processes
• Stay informed about SAP’s competition and value drivers
• Leverage SAP’s comprehensive team of experts and industry knowledge to effectively address customer needs
• Build customer participation in relevant SAP communities, programs, and events
• Facilitate collaboration with the partner ecosystem

What you bring:

• Proven track record in business application software sales with overachievement of quota
• Minimum of 5 years of experience in sales of business software/IT solutions
• Fluent in English and Turkish
• Deep understanding of the solution and solution innovations
• Broad understanding of the SAP solution portfolio and the business processes it enables to drive customer value conversations
• Established relationships with account teams, Customer Business Office (CBO) teams, and relevant geo unit leaders
• Alignment with product/solution management teams and marketing organizations a plus
• Demonstrated success with large transactions and challenging sales pursuits
• Proven contractual and negotiation skills
• Experience driving renewals, expansions, and up-sells of subscription or perpetual license-based solutions
• Knowledge of financial, competitive, regulatory environment