Skill: SAP S4 HANA/Kronos.
1. Effectively execute prospecting efforts to maximize coverage within the assigned territory and discovering leads and opportunities through direct and indirect prospecting, leveraging Marketing /Demand Generation teams and internal network in the mid-market segment
2. Drive focus on revenue opportunity within a large number of accounts through segmentation of key opportunity groups
3. Present the requirements and value proposition for SAP private cloud on Hyperscalers like Amazon Web Services (AWS), Microsoft Azure, and Google Cloud Platform (GCP)
4. Help with commercial propositions to customers on S4 Private Cloud on Hyperscalers, including TCO using a value selling led-approach.
5. Develop an understanding of organizational stakeholder relationships and their impact on buying behaviors within the account in order to determine an appropriate sales approach for each level within an organization.
6. Develop a competitive sales strategy that anticipates competitor actions and places SAP as the best in the market to meet customer objectives.
7. Effectively advise and influence the customer especially within the development of business needs, decision criteria, and creation of an ROI framework, through consultative selling techniques and relevant marketing/sales campaigns.
8. Developing a detailed territory plan to include specific account strategies to effectively sell into new accounts, cross sell and upsell into existing accounts across Pan India
9. Prospecting and identifying new opportunities within the territory and existing base of installed customers
10. On-going pipeline development (pipeline should always be 5X annual quota)
11. Identifying and creating a compelling business need and ROI for each customer
12 Creating and communicating the value of S4HANA/ Kronos solution in order to successfully
engage, and sell to, C-level decision makers
13 Ability to successfully win deals through the entire sales lifecycle by building relationships
and collaborating with key stakeholders (internal and external)
14. Consistently keep SAP CRM updated with accurate account status and other information.