Sr. Sales Director - SAP Services

SAP Senior Sales Executive – Large Enterprise Accounts:

The SAP Sales Executive will be responsible for Large Enterprise accounts in West Region where we have established relationships and business in addition to prospecting for net new clients. The Sales Executive will determine what accounts are prepared for growth, transformation, AMS, and other services with our SAP solutions. The Sales Executive will work closely with SAP and NTT DATA Business Unit Industry Sellers to support the BU, develop relationships in new accounts, develop a better understanding of the customers’ needs, and align our solutions. This person needs to be able to establish relationships quickly, understand the client needs, make decisions, and be flexible. This person will develop, maintain and expand client relationships working across all our industry verticals including Manufacturing, Life Sciences and Commercial.

Key Responsibilities

Strategic Account Management: Build and manage strategic relationships with executive-level decision-makers within large enterprises pertaining to their current SAP environment and future roadmap. Your region will include both active and inactive installed base clients and prospecting for net-new logos in the large enterprise space. The ability to pivot from upselling/cross-selling into the installed base to developing net new prospects will be key to your success.

Develop relationships with SAP account executives and leverage those relationships to expand NTT DATA’s business through a consultative selling approach.

Needs Assessment & Solution Design: Conduct advanced discovery to understand complex business and technical challenges, then design and present tailored technology solutions working in conjunction with our presales team.

Sales Cycle Management: Oversee the entire sales cycle, from prospecting and lead generation to closing deals, often involving extended and complex sales processes, and collaborating with the broader NTT DATA team and SAP sales teams. Focusing on the differentiated value that NTT DATA brings to the market will be key to your success. Preparing, building, and continuously updating account plans on an ongoing basis.

Proposal Development: Respond to RFP's with compelling differentiators, prepare comprehensive and engaging proposals, and negotiate contract terms. 

Coordinate Orals and Product Demonstrations: Deliver compelling oral presentations and product demonstrations in conjunction with the broader NTT DATA account team; explain complex technical concepts in consumable language to diverse audiences. 

Cross-Functional Collaboration: Work with delivery management, internal technical teams and other sellers within NTT DATA, SAP, and other partners to deliver solutions and relay customer feedback for broader client business and service improvements. 

Market Awareness: Stay informed about market trends, competitors, and new technologies to identify new opportunities and competitive threats.

Performance & Reporting: Consistently meet or exceed enterprise-level sales quotas and maintain accurate records of sales activities in CRM systems (Salesforce.com).

Required Skills:

Background: 10+ years’ experience selling SAP Solutions & Services into Large Enterprise clients and expanding footprint within existing accounts. Prefer experience working with offshore/onshore delivery and operations.

Technical Knowledge: A strong understanding of SAP solutions and related services such as ERP, Supply Chain, Procurement, HR, and Customer Experience services and solutions including cloud infrastructure, artificial intelligence, deployment and managed services.

Consultative Selling: A consultative approach to uncover client pain points and offer solutions that drive business value. 

Communication & Negotiation: Excellent communication, presentation, and negotiation skills to engage with senior executives and complex buying committees. Strong oral and written communications skills both internally and externally

Relationship Building: The ability to develop and maintain strong, long-term relationships with key stakeholders, clients, SAP sales teams, and internally within NTT DATA.

Strategic Thinking: The ability to develop strategic plans to identify and pursue new business opportunities. 

CRM Proficiency: Skill in using CRM software (Salesforce.com) to manage customer interactions and track sales activities. 

Basic Qualifications: 

• 10+ years of experience selling SAP Solutions & Services into Large Enterprise clients and expanding footprint within existing accounts.
• 10+ years of experience with IT Services Sales Background with Enterprise Apps

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