Senior Solutions Sales Executive Japan (f/m/d)

SAP Business Transformation Management Solution Sales Executive
(SAP Signavio, SAP LeanIX, WalkMe)

SAP Business Transformation Management (BTM) is a new solution area created to support our customer transformation journeys by aligning the four elements of transformation: Processes, Applications, People, and Data.

SAP BTM was built by acquiring the following companies: Signavio (Processes), LeanIX (Enterprise Application Management), and WalkMe (People, Digital Adoption).

SAP BTM toolchain powered by AI provides proper support to the most critical SAP initiatives, such as Suite First & AI First, by aligning processes, applications, and people with business strategies, goals, and priorities. SAP BTM supports the clean core strategy and fit-to-standard exercises to get the best from our Cloud Solution portfolio (Cloud ERP (RISE & GROW), Cloud LoBs) and maintain sustainable value realization.

The SAP Business Transformation Management Solution Sales Executive‘s primary responsibilities include execution, prospecting, qualifying, selling, and closing new business to existing and net new customers.

EXPECTATIONS AND TASKS

Subscription Revenue:

• Annual Revenue – Achieve/exceed quota targets.
• Sales strategies - Develop effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships with new and existing customers and leverage them to drive strategy through the organization.
• Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
• 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.
• Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references.
• Business Planning – Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Utilize VE, benchmarking and ROI data to support the customer’s decision process.

Demand Generation, Pipeline and Opportunity Management

• Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
• Pipeline partnerships – Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.
• Leverage SAP Solutions – Be proficient in and bring all SAP offers to bear on sales pursuits including Industry Solutions, LOB solutions (CRM, SCM, HCM, SRM et. al) and technology solutions (Business Analytics, Mobility, Database and Technology, et. al)
• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
• Support all SAP promotions and events in the territory

Sales Excellence

• Strong approach to Value Selling (Business Transformation).
• Maintain White Space analysis and execution of initiatives (upsell and cross-sell) on customer base.
• Big-Business-Value-Deal mindset.
• Orchestrate resources: deploy appropriate teams to execute winning sales.
• Utilize best practice sales models.
• Understand SAP’s competition and effectively position solutions against them.
• Maintain CRM system with accurate customer and pipeline information.
• Demonstrates leadership skills in the orchestration of remote teams.
• Ensure account teams and Partners are well-versed in each account’s strategy and well-positioned for all customer touchpoints and events. Maximize the value of all sales support organizations.

WORK EXPERIENCE

• 10+ years of experience in sales of complex business software / IT solutions
• Strong understanding of business processes, enterprise applications, digital adoption, and industry business transformation
• Proven track record in business application software sales: big deals, value deals, customer long-term engagement strategy
• Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative, and competitive market.
• Business level English: Fluent
• Local language: Fluent, Business Level

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

• Bachelor equivalent
• Master’s in business administration desired
• Certification in Business Process Management and/or Enterprise Architecture desired

SAP LeanIX is a market leader for enterprise architecture management (EAM), driving the modernization of IT landscapes and continuous business transformation. Its software-as-a-service solutions empower organizations to create transparency, enabling them to visualize, assess and manage the transition towards their target IT architecture. By offering a data-driven and automated approach enhanced with AI, SAP LeanIX helps organizations make sound decisions and collaborate more effectively. SAP LeanIX serves over 1.400 companies globally across various industries, including more than 10% of the Fortune 500 and half of the German DAX 40. Headquartered in Bonn, and offices in Munich and Berlin (Germany), SAP LeanIX also has a strong international presence with offices in Boston (USA), London (UK), Paris (France), Amsterdam (Netherlands), and Ljubljana (Slovenia). In November 2023, LeanIX became part of SAP. For more information, visit www.leanix.net. Your application information might be therefore shared across both SAP and SAP LeanIX recruiting and hiring teams.

SAP LeanIX is not just a product, in fact it‘s a great place to work. Colleagues (700+) from dozens of countries jointly make our vision reality. We believe in transparent communication, personal development, diverse workforce, innovation by creating ideas that prove useful and that our world-class team deserves the best software stack money can buy.

At SAP LeanIX we have a Hybrid Work Mode which means you work remotely from your home office and work from one of our offices. SAP LeanIX teams and team members decide together on the work mode which suits them best. Next to that, we have great benefits for you,  CHECK OUT HERE WHAT IS IN FOR YOU! 

Please check our Applicant Privacy Notice available here for more information about how we process your personal data. If you have any questions or concerns about privacy or want to exercise any of your data privacy rights, please send an email to dataprivacy@leanix.net. 

SAP LeanIX is committed to being an equal opportunity employer. Diversity is vital to driving the growth and success of our company. If you need an equitable interview process alternative, please let our team know at jobs@leanix.net. You will be treated with the utmost respect and confidentiality.

All applicants will receive consideration for employment based on experience, qualifications, and competencies. SAP LeanIX will not discriminate based on race, color, religion, belief, political affiliation, union membership, age, sex, pregnancy, sexual orientation, gender identity, national or ethnic origin, genetic information, creed, citizenship, disability, protected veteran or marital status, or any other status protected by applicable laws or regulations.