Senior Solution Sales Executive - SuccessFactors

September 17 2021
Industries IT: Software
Categories Commercial, Technical sales, ERP, Packaged Software, SaaS, Executive, CTO, HR, Training, HRIS, ATS, Information Technology
Montreal, QC

What we offer

Our company culture is focused on helping our employees enable innovation by building breakthroughs together. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from. Apply now!

Are you a top performer in enterprise cloud sales? Do you have a passion for all things People & Culture? Do you want to empower organizations to deliver great HR strategies? SAP SuccessFactors is a partner to the world’s leading organizations, and that’s exactly what we love to do. We are passionately focused on revolutionizing the future of work.

A successful SAP SuccessFactors Account Executive creates strategic relationships with prospective customers and drives revenue attainment by creating meaningful business value for our customers. Having great relationship-building skills is critical, as is a strong sales acumen to identify, qualify and create opportunity strategies.

EXPECTATIONS AND TASKS:

  • Territory and Account Leadership – Participate in the development of designated territory, including accounts, account relationships; prospect profiling, and sales cycles. Encourage all accounts to become SAP references.
  • Create a territory plan using the SAP Franchise4Success sales methodology to identify and qualify opportunities to drive pipeline generation.
  • Customer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
  • Work within the SAP SuccessFactors business to create robust account and opportunity plans working closely with Industry AEs and solutions consultants.
  • Develop and nurture executive relationships with prospects and customers to deliver value into their organizations, establishing SuccessFactors as an ongoing business partner.
  • Achieve / exceed quota targets.
  • Work with the regional extended account teams to educate target accounts on the solution set and conduct account planning for strategic deals.

WORK EXPERIENCE:

  • 5+ years of quota carrying enterprise software applications sales experience
  • Cloud Sales Experience preferred.
  • Demonstrated track record of success and quota achievement.
  • Management of large, complex sales cycles
  • Experience in both hunting for new business and managing existing accounts.
  • Experienced in SAP or HCM products preferred.
  • Experience selling to CHROs, HR Directors and CFOs preferred.

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:

  • Bachelor’s degree with minimum of 5 years of similar working experience
  • Strong presentation and communication skills, with the ability to listen and engage with customers at the CXO level.
  • Teamwork & Collaboration: Ability and willingness to maximize available resources.
  • Knowledge of HR functions and trends is preferred.
  • Proven ability to develop and maintain excellent customer relationships.
  • Sales Product Solution Knowledge

Êtes-vous l’un des meilleurs vendeurs de solutions d’entreprise dans le nuage? Êtes-vous passionné par tout ce qui touche aux individus et à la culture? Vous souhaitez offrir aux organisations la possibilité d’élaborer d’excellentes stratégies RH? SAP SuccessFactors est un partenaire pour les entreprises d’envergure internationale et c’est exactement ce à quoi nous œuvrons. C’est avec passion que nous nous consacrons à révolutionner le monde du travail de demain.

Un chargé de compte SAP SuccessFactors efficace établit des relations stratégiques avec les clients potentiels et favorise la croissance du chiffre d’affaires en offrant à nos clients une valeur ajoutée significative. Il est essentiel de posséder d’excellentes compétences relationnelles ainsi qu’un sens aigu des affaires pour identifier, définir et créer des stratégies d’opportunité.

ATTENTES ET TÂCHES:

  • Direction de territoire et de comptes: participe au développement du territoire désigné, y compris les comptes, les relations d’affaires, la détermination du profil des clients potentiels et les cycles de vente. Encourage tous les comptes à devenir des références SAP.
  • Crée un plan de territoire à l’aide de la méthodologie des ventes SAP Franchise4Success pour identifier et définir les opportunités permettant de favoriser la génération de ventes.
  • Sens de la relation client: comprend activement l’empreinte technologique de chaque client, ses plans de croissance stratégiques, sa stratégie en matière de technologie et son environnement concurrentiel. Passe en revue les informations publiques (par exemple, les nominations exécutives, les présentations de résultats, les communiqués de presse) relatives à l'entreprise et à la concurrence afin de se tenir informé des tendances clés du secteur et des problèmes affectant les clients potentiels.
  • Travaille au sein de SAP SuccessFactors pour créer des plans de comptes et d’opportunités efficaces en étroite collaboration avec les chargés de compte et les conseillers en solutions du secteur.
  • Développe et entretient des relations de haut niveau avec les clients potentiels et actuels pour apporter de la valeur ajoutée à leurs organisations, permettant ainsi à SuccessFactors de se positionner comme partenaire permanent.
  • Réalise/Dépasse les objectifs fixés.
  • Collabore avec les équipes de compte régionales pour informer les comptes cible sur l’ensemble des solutions et pour réaliser une planification des comptes afin de décrocher des contrats stratégiques.

EXPÉRIENCE PROFESSIONNELLE:

  • 5 ans ou plus d'expérience dans la vente d’applications d’entreprise avec objectifs.
  • Expérience dans la vente de solutions d’entreprise dans le nuage souhaitée.
  • Expérience avérée de réussites et réalisation des objectifs.
  • Gestion de cycles de ventes complexes et conséquents.
  • Expérience dans la recherche de nouvelles opportunités commerciales et dans la gestion de comptes existants.
  • Expérience en produits SAP ou HCM souhaitée.
  • Expérience de vente auprès des directeurs RH et directeurs financiers souhaitée.

FORMATION ET QUALIFICATION/CONNAISSANCES ET COMPÉTENCES:

  • Baccalauréat et au moins 5 ans d'expérience professionnelle à une fonction similaire.
  • Excellentes capacités de communication et de présentation, ainsi qu’à écouter et s'impliquer avec les clients à des postes de dirigeants.
  • Travail d’équipe et collaboration: capacité et volonté d’optimiser les ressources disponibles.
  • Connaissance des fonctions et tendances RH souhaitée.
  • Capacité éprouvée à développer et gérer d’excellentes relations avec les clients.
  • Connaissance des produits et solutions

We are SAP

SAP innovations help more than 400,000 customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with 200 million users and more than 100,000 employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, we build breakthroughs, together.

Our inclusion promise

SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.

SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com.

EOE AA M/F/Vet/Disability:

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.

Successful candidates might be required to undergo a background verification with an external vendor.

Requisition ID:306836 | Work Area: Sales | Expected Travel: 0 - 40% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations:


Job Segment: Sales Management, ERP, SAP, Database, Sales, Technology

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