SuccessFactors Services Sales Advisor (SSA) - UAE
Job details
At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. 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. The primary goal of the HCM Services Solution Advisor (SSA) is to achieve and exceed an overall bookings and revenue target for SAP HCM Professional Services (SuccessFactors and SAP HCM) for the allocated territory in Middle East. The role is based in Dubai but will require extensive travel to Saudi Arabia to meet customers. This position will have responsibility for defining and positioning implementation services across the entire HR portfolio of SuccessFactors and SAP HCM On-Premises solutions. The HR LoB SSA must have a good command of the sales process and be able to progress an opportunity through each stage in the sales cycle for a successful close. The primary goal of this role is to ensure the customer's vision for deployment is successfully transitioned from pre-sales through implementation and go-live. Key Areas of Responsibility and Tasks
- Be a Trusted Advisor and "Talk Business".
- Deal with HR LOB, Executive Level.
- Develop a territory plan and account plans leveraging all assets available (e.g., lines of service, marketing, delivery) to drive pipeline and close opportunities.
- Create formal services proposals, RFP responses, Statement of Work (SOW), and services contracts.
- Update, maintain, and accurately report out regular updates to sales forecast and territory plan.
- Facilitate customer discovery and implementation scoping sessions to define requirements for input into implementation plans, estimates, resource models, and pricing models.
- Be a strong contributor to the Virtual Account Team.
- Build strong internal relationships with Account Executives (AEs) and Services Account Manager (SAMs), and with services delivery, product management, and other groups.
- Coordinate with other internal resources, experts, and teams in formulating overall customer solutions and services for driving customer success.
- 3-5 year track record of sales success in the enterprise software and services industry. Ideally, a combination of both direct enterprise software sales and direct services sales.
- Knowledge of HCM, HR, and Talent Management domain and preferably of SuccessFactors solutions.
- Professional presence to prepare and conduct a discovery session with customers and ability to adjust messaging by audience (Executive, HR, IT).
- Proven experience with identifying opportunities and managing them through sales process to close.
- Lead and influence internal teams to drive pipeline and support the deal closure.
- Background and experience in value selling and solution selling of enterprise applications.
- Knowledge of SAP's Partners, Competitors and the regional IT Industry.
- Treating customers and colleagues with respect, fairness and consideration Ethics.
- Be Self-Driven and Setting Personal Objectives.
- Be a self-starter, highly motivated to research a customer's situation and industry in order to prepare for meetings, continuously review and update territory and opportunity plans, and have the leadership to leverage the SAP assets available.
- Have a passion for winning.
- Have Self Awareness (knowing your strengths & your weaknesses).
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