5 Tech Vendors’ Different Views on the ‘IT-for-Green’ Opportunity

Reuters (USA), December 15, 2010 (Online)

In an analysis of what he calls “five important technology suppliers, each of which has very different views on the opportunity in the broad arena of IT-for-sustainability,” author Christopher Mines recaps SAP’s recent analyst event in which he says, sustainability was “front-and-center, both as a key corporate value and as a driver of software and software-as-a-service sales.” Mines says SAP is integrating its own sustainability strategy and initiatives with its overall corporate strategy, and will be following suit in its corporate reporting over the next several years. “It makes a compelling case for being both an exemplar and enabler of sustainability in corporate operations,” says Mines. SAP’s challenges, he adds, are in integrating its broad portfolio, and “giving its sales teams and channels packaged solutions that are well-targeted to different customer stakeholders in operations, IT, finance, or HR.”

View full story: http://reut.rs/hrtMI3

 

Inside Sales Executive “Large Enterprise” Vancouver, BC

Check out our “Inside Sales Video”: http://bit.ly/SalesJobSAP

For personal consideration email resume to: kevin.daprile@sap.com

PURPOSE AND OBJECTIVES

Primary purpose is to provide proactive and programmatic coverage of the SAP install base &

prospect base to identify up-sell, cross-sell & new customer opportunities. Ensure maximum

coverage of the account space, working in conjunction with Partners and field account

executives where necessary.

 

The primary responsibility of the Inside Sales Executive is to generate new SW license

opportunities and incremental revenue by systematic up & cross-selling in a set of accounts

and by co-selling with partners, if deal size is below the threshold. The ISE drives opportunity

qualification, hand-over of opportunities to partners /AEs; the ISE will remain engaged in the

sales cycle through to deal closure. The ISE acts as the prime quota own in the territory space

in deals below the threshold. In Target accounts the ISE collaborates with the field AE/ TSE and

will “own” opportunities that have a lower level of complexity

 

EXPECTATIONS AND TASKS

  • Territory and Account Planning
  • Pipeline Generation and Execution
  • Drive Software Sales
  • Proactive Self Development
  • Identify sales opportunities within SAP install base customers
  • Manage up-sell and cross-sell opportunities through fulfillment with SAP install base

customers

  • First-line resource for partner led transaction support
  • Leverage field resources or partners to manage sophisticated or complex transactions

 

Accountability:

  • Responsible for delivery outcomes of assigned sub projects
  • Work within defined policies and processes under regular supervision
  • Contribute to milestones
  • Build collaborative work relationships with similar functions across SAP and customer

and partner organization

 

Complexity:

  • Contribute and works on sub projects and activities with moderate level of complexity
  • Work is independent & collaborative in nature.
  • Provide regular updates to manager or project manager on project status

 

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

  • Bachelor equivalent: yes

WORK EXPERIENCE

  • Strong competence with various tools, procedures, programming languages used to

accomplish the job

  • Minimum 1 to 2 years experience in complex solutions Sales
  • Knowing or having successful experience in multi channel go to market models
  • Knowledge and understanding of Indirect channel dynamics
  • Knowledge of ERP market

 

AT SAP, YOU CAN IMPACT THE WAY BUSINESS IS RUN

 

 



Smart Phones Test Corporate Tech Managers

Investor’s Business Daily, December 09, 2010 (Online)

Information technology managers are being forced to learn a new equation: mobility equals complexity. Employees are bringing more iPhones, iPads, Android phones and other mobile gadgets into the workplace. For the most part, this is making workers more productive, yet observers say there’s a trade-off between privacy and security in how to manage all these highly personal devices in a business setting. Several big tech vendors have made big moves this year to strengthen their mobile market position. SAP paid $5.8 billion (€4.78 billion) for Sybase, which makes software to run business applications and databases on mobile devices. SAP intends to use Sybase to “enable the unwired enterprise” for its customers, says Dan Mahowald, vice president of mobility for SAP Americas. One question involves how to manage devices that have personal contacts, pictures and e-mails. Those private items might share space alongside sensitive employee data or sales forecasts, says Mahowald . “Then, say that an employee gets fired or quits in a huff. What if the employee has already downloaded sensitive company data to that device?” he asked. “In the event you need to remove it, how do you get it off of there?” The push into mobility is a work in progress, he concludes. “No one,” he said, “has this all figured out.”

View full story: http://bit.ly/fEVWU4

Inside Sales Executive “Large Enterprise” Vancouver, BC

Check out our “Inside Sales Video”: http://bit.ly/SalesJobSAP

For personal consideration email resume to: kevin.daprile@sap.com

PURPOSE AND OBJECTIVES

Primary purpose is to provide proactive and programmatic coverage of the SAP install base &

prospect base to identify up-sell, cross-sell & new customer opportunities. Ensure maximum

coverage of the account space, working in conjunction with Partners and field account

executives where necessary.

 

The primary responsibility of the Inside Sales Executive is to generate new SW license

opportunities and incremental revenue by systematic up & cross-selling in a set of accounts

and by co-selling with partners, if deal size is below the threshold. The ISE drives opportunity

qualification, hand-over of opportunities to partners /AEs; the ISE will remain engaged in the

sales cycle through to deal closure. The ISE acts as the prime quota own in the territory space

in deals below the threshold. In Target accounts the ISE collaborates with the field AE/ TSE and

will “own” opportunities that have a lower level of complexity

 

EXPECTATIONS AND TASKS

  • Territory and Account Planning
  • Pipeline Generation and Execution
  • Drive Software Sales
  • Proactive Self Development
  • Identify sales opportunities within SAP install base customers
  • Manage up-sell and cross-sell opportunities through fulfillment with SAP install base

customers

  • First-line resource for partner led transaction support
  • Leverage field resources or partners to manage sophisticated or complex transactions

 

Accountability:

  • Responsible for delivery outcomes of assigned sub projects
  • Work within defined policies and processes under regular supervision
  • Contribute to milestones
  • Build collaborative work relationships with similar functions across SAP and customer

and partner organization

 

Complexity:

  • Contribute and works on sub projects and activities with moderate level of complexity
  • Work is independent & collaborative in nature.
  • Provide regular updates to manager or project manager on project status

 

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

  • Bachelor equivalent: yes

WORK EXPERIENCE

  • Strong competence with various tools, procedures, programming languages used to

accomplish the job

  • Minimum 1 to 2 years experience in complex solutions Sales
  • Knowing or having successful experience in multi channel go to market models
  • Knowledge and understanding of Indirect channel dynamics
  • Knowledge of ERP market

 

AT SAP, YOU CAN IMPACT THE WAY BUSINESS IS RUN

 

 



SAP Clears Up its ‘Muddy’ Strategy

computing, November 23, 2010 (Online)

SAP revealed its hybrid cloud and on-premises, mobile strategy at its User Group Conference in Manchester yesterday. “The UK is advanced in terms of being able to take up what we have outlined in the new strategy,” said Tim Nobel, managing director for SAP UK and Ireland. “Two or three years ago most businesses had on-premises IT. Now the conversation we have with companies is: how do you want to consume our software? The choice of on-premise, on-demand or on-device products presents companies with great opportunities,” he added. Manchester City Council recently implemented an SAP system for BlackBerry and had a positive experience. “From design to go-live took five weeks, which was fantastic for us. We went live on 1 October this year, and since then uptake of the service has increased almost tenfold,” said Paul Muir, SAP change team leader for Manchester City Council. However, the use of SAP on mobile devices has not been successful across the board, as Heineken abandoned a pilot project for its sales team. Noble agrees that usability may be what suffers as a result of standardization in service. “We have taken global best practice, and we implement this in a vanilla and straight SAP way,” said Noble.” This allows a rapid deployment solution. So instead of customers looking at eight or nine months, it would be eight or nine weeks,” he added, “However, what suffers is that customers are not able to tailor it to their needs.” [Also seen in: Computing News (UK)]

View full story: http://dld.bz/7SCa

SAP BusinessObjects – Inside Sales Executive “Large Enterprise” Finance

WITH – NAMED ACCOUNTS, & NO CAP! Toronto, Ontario Canada

 

More about SAP BusinessObjects: http://dld.bz/BusinessObjects

Full Job Description: http://dld.bz/ISEToronto1

 

For personal consideration email resume to: kevin.daprile@sap.com

 

SAP is the global market leader for business software and thus contributes a considerable part of the world’s economic power grid. At SAP you will get your chance to put your ideas into action with maximum impact.

 

 

PURPOSE AND OBJECTIVES

Primary purpose is to provide proactive and programmatic coverage of the SAP Territory to SAP Install base customers as well as net new prospects.  The ISE will be responsible for selling the complete line of Business User/Business Intelligence solutions.  The ISE will prospect the territory to identify up-sell, cross-sell & new customer opportunities. Ensure maximum coverage of the account space, working in conjunction with Partners and field account executives where necessary.

 

The primary responsibility of the Inside Sales Executive is to generate new SW license opportunities and incremental revenue by systematic up & cross-selling in a set of accounts and by co-selling with partners. The ISE drives opportunity qualification and the expectation is that the ISE will remain engaged in the sales cycle through to deal closure. The ISE is an Individual Contributor that is responsible for over achievement of their assigned quota.  In Target accounts, the ISE collaborates with the field AE/ TSE and will “own” opportunities.

 

Do you have?

  • Successful track record in selling to top Financial Services institutions in Canada
  • Strong competence with various tools, procedures, programming languages used to

accomplish the job

  • 2+ years experience in complex solutions Sales
  • Successful experience in multi channel go to market models
  • Knowledge and understanding of Indirect channel dynamics
  • Knowledge of ERP market
  • Bachelor’s or equivalent work experience

 

Is this something you can do?

  • Consistent overachievement of Revenue and Pipeline Generation targets
  • Drive Software Sales
  • Internally motivated to strive to be the best
  • Proactive Self Development
  • Territory and Account Planning
  • Identify sales opportunities within SAP install base customers as well as net new prospects
  • Manage up-sell and cross-sell opportunities through fulfillment with SAP install base

Customers

  • First-line resource for partner led transaction support
  • Leverage field resources or partners to manage sophisticated or complex transactions

 

 

 

 

 



Why Can’t ERP Software Be More Like Pandora Radio?

CIO, November 10, 2010 (Online)

CIO reporter Tom Wailgum says he recently had an epiphany while listening to Pandora Radio, an Internet radio service that allows its users to create their own “radio stations” based on their individual musical tastes. The service eases users into new artists and titles by never veering too far from the familiar. And, Wailgum adds, “it’s so darn easy to use that ‘change’ doesn’t feel like ‘change’ at all. Even though change is, indeed, happening.” Wailgum says using Pandora makes him contrast it with how companies roll out enterprise software to their users today. Specifically, Wailgum points to the “troubling experience” of Lumber Liquidators as it rolled out SAP’s ERP software. CEO Jeffrey Griffiths noted that employees’ difficulties adjusting to the new software caused a “weak” third quarter. But, Wailgum says, just think of how different a user’s experience would be if ERP software could work like Pandora Radio. Wailgum suggests a similar “ERP Genome Project” to better understand how users work, how to introduce new software, and what will keep their interest.

View full story:  http://dld.bz/5Wzy

SAP – Inside Sales Executive Commercial Business User – Ottawa, Ontario

Check out our “Inside Sales Video”: http://bit.ly/SalesJobSAP

FOR PERSONAL CONSIDERATION EMAIL RESUME TO: kevin.daprile@sap.com

View full job description:  http://dld.bz/5NUf

 

PURPOSE AND OBJECTIVES

The primary purpose of the Target Accounts Sales Executive (TSE) is to achieve the overall SW

license revenue and net new name goal/quota by focusing on sales to a list of 30-50 Target

Accounts in a territory as identified and assigned in the territory planning process. To do that the

TSE must control the sales cycles to all assigned accounts by either driving the sales cycle

himself (resulting in customer signature on SAP paper) or orchestrating/co-driving a partner-led

sales cycle, if the partner involvement significantly improves the probability to close the deal

within the expected time frame. Furthermore, the TSE is responsible to identify and qualify opportunities within .the scope of his assigned accounts in order to maintain a healthy opportunity pipeline on an ongoing basis.

 

EXPECTATIONS AND TASKS

Territory / Accounts Planning

  • Supports the TSM during territory planning process to select set of target accounts

(together with other members of the virtual territory team) based on an analysis of short- and mid-term business opportunities in his territory, knowledge on accounts within the territory, level of partner coverage, etc.

  • Establishes account plans for top target accounts in his territory in order to proactively

identify sales opportunities according to revenue targets.

  • Monitors, Consolidates and regularly updates the Account plans (reviewed on a regular basis by Territory Sales Manager)

 

Target Account Sales

  • Responsible for sales/SW license revenue quota achievement into 30-50 ME target

accounts within a territory as defined in territory- and account plans

  • Identifies and generates specific opportunities and drives those through the sales cycle, involving other units on a need-be base (ISE, Presales, Value engineering, industry principals, IBUs, etc.) in order to close deals in shortest time/cost possible
  • Decides about involvement of partners based on customer solution need as well as according to partner’s capability to influence successful closure of the opportunity (Sales through partners estimated at 20% max).
  • Offload non complex opportunities (below country threshold) to ISE’s
  • Escalates issues in own and partner-led sales cycles to TSM/senior management in country/market unit

 

Pipeline and Opportunities Management

  • Proactively covers and engages with all accounts to generate opportunities for SAP and/or SAP partners solutions
  • Leverages Inside Sales resources for programmatic and systematic installed base up-selling and cross-selling; Picks up complex deals/opportunities as identified by ISE
  • Maintains and drives a healthy (Based on MU definitions: 3X, etc) opportunity pipeline in the territory, leveraging all available resources (PR, Marketing, Industry Alliances, etc.)
  • Creates opportunity management plan for top deals in pipeline (reviewed on a regular basis by TSM)
  • Updates on a timely basis SAP@CRM system with accurate customer and pipeline Information

 

People Development

On top of the on-the job coaching provided by TSM, the TSE should improve sales skills

along various dimensions (negotiation, communication, solution/industry expertise, competitive

insight, etc.) as aligned and jointly prioritized with TSM

 

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

Bachelors Degree or equivalent

WORK EXPERIENCE

• Minimum 5 years experience in sales positions (Direct Sales)

• Knowing or having successful experience in multi channel go to market models

• Understanding the principles of solution selling through Partners

• Knowledge and understanding of Indirect Channel dynamics

• Proficiency in value-oriented selling focused on prescribed (or pre-determined) solution

offerings

• Target Industry/Vertical market and process knowledge

• Knowledge of ERP market

 

 



SAP Launching Better Support for BusinessObjects Customers

techtarget.com, November 04, 2010 (Online)

SAP shops know that their vendor has spent a lot of time and energy on the marriage between the enterprise software they run and BusinessObjects. But the BusinessObjects-sans-SAP customers have felt more than a little jilted since the acquisition. Many were turned off by a bad support experience when they were moved to SAP Service Marketplace from their own website and were frustrated they had little visibility and say over product roadmaps. Now, SAP is launching a number of initiatives geared toward improving and enhancing relations with those thousands of BusinessObjects customers who don’t run SAP. These include a team of 16 people dedicated to ensuring the BusinessObjects customers have the best overall customer experience, a hotline any customer can call for help with account management questions or with reaching their assigned SAP sales executive, and a website that will allow users to pitch and vote on product improvements. Customers can now find information in one place — the SAP BusinessObjects Customer Experience Workspace.

View full story: http://dld.bz/5dpw

 

SAP BusinessObjects – Inside Sales Executive “Large Enterprise” Finance

WITH – NAMED ACCOUNTS, & NO CAP! Toronto, Ontario Canada

 

More about SAP BusinessObjects: http://dld.bz/BusinessObjects

Full Job Description: http://dld.bz/ISEToronto1

 

For personal consideration email resume to: kevin.daprile@sap.com

 

SAP is the global market leader for business software and thus contributes a considerable part of the world’s economic power grid. At SAP you will get your chance to put your ideas into action with maximum impact.

 

 

PURPOSE AND OBJECTIVES

Primary purpose is to provide proactive and programmatic coverage of the SAP Territory to SAP Install base customers as well as net new prospects.  The ISE will be responsible for selling the complete line of Business User/Business Intelligence solutions.  The ISE will prospect the territory to identify up-sell, cross-sell & new customer opportunities. Ensure maximum coverage of the account space, working in conjunction with Partners and field account executives where necessary.

 

The primary responsibility of the Inside Sales Executive is to generate new SW license opportunities and incremental revenue by systematic up & cross-selling in a set of accounts and by co-selling with partners. The ISE drives opportunity qualification and the expectation is that the ISE will remain engaged in the sales cycle through to deal closure. The ISE is an Individual Contributor that is responsible for over achievement of their assigned quota.  In Target accounts, the ISE collaborates with the field AE/ TSE and will “own” opportunities.

 

Do you have?

  • Successful track record in selling to top Financial Services institutions in Canada
  • Strong competence with various tools, procedures, programming languages used to

accomplish the job

  • 2+ years experience in complex solutions Sales
  • Successful experience in multi channel go to market models
  • Knowledge and understanding of Indirect channel dynamics
  • Knowledge of ERP market
  • Bachelor’s or equivalent work experience

 

Is this something you can do?

  • Consistent overachievement of Revenue and Pipeline Generation targets
  • Drive Software Sales
  • Internally motivated to strive to be the best
  • Proactive Self Development
  • Territory and Account Planning
  • Identify sales opportunities within SAP install base customers as well as net new prospects
  • Manage up-sell and cross-sell opportunities through fulfillment with SAP install base

Customers

  • First-line resource for partner led transaction support
  • Leverage field resources or partners to manage sophisticated or complex transactions

 

 

 

 

 



SAP Carbon Impact in the Amazon Cloud Elicits a Range of Opinions

searchsap.techtarget.com, October 25, 2010 (Online)

SearchSAP.com reports that SAP’s decision to run SAP Carbon Impact on Amazon’s Elastic Compute Cloud (EC2) has led some industry watchers to wonder if SAP Business ByDesign could be running on that same on-demand platform one day, despite assertions to the contrary made by SAP officials. Analysts point out that SAP can run Carbon Impact more cheaply and more efficiently on Amazon’s platform thanks to Amazon’s massive scale, and that EC2 is a “sandbox” for SAP to start getting Carbon Impact out to the market. While it would technically be possible to also run SAP Business ByDesign on EC2, SAP does not consider Amazon’s platform a feasible alternative to its own internal cloud for SAP Business ByDesign, says Rainer Zinow, Senior Vice President Business ByDesign at SAP. “We have said that our SAP Business ByDesign customers have specific requirements regarding security, data privacy, regulations and other aspects. So for them, it is very important that we run SAP Business ByDesign on a highly secured private cloud,” Zinow added.

View full story: http://bit.ly/a9dE37

 

Inside Sales Executive “Large Enterprise” Vancouver, BC

Check out our “Inside Sales Video”: http://bit.ly/SalesJobSAP

View full job description:  http://bit.ly/dzctq9

For personal consideration email resume to: kevin.daprile@sap.com

PURPOSE AND OBJECTIVES

Primary purpose is to provide proactive and programmatic coverage of the SAP install base &

prospect base to identify up-sell, cross-sell & new customer opportunities. Ensure maximum

coverage of the account space, working in conjunction with Partners and field account

executives where necessary.

 

The primary responsibility of the Inside Sales Executive is to generate new SW license

opportunities and incremental revenue by systematic up & cross-selling in a set of accounts

and by co-selling with partners, if deal size is below the threshold. The ISE drives opportunity

qualification, hand-over of opportunities to partners /AEs; the ISE will remain engaged in the

sales cycle through to deal closure. The ISE acts as the prime quota own in the territory space

in deals below the threshold. In Target accounts the ISE collaborates with the field AE/ TSE and

will “own” opportunities that have a lower level of complexity

 

EXPECTATIONS AND TASKS

  • Territory and Account Planning
  • Pipeline Generation and Execution
  • Drive Software Sales
  • Proactive Self Development
  • Identify sales opportunities within SAP install base customers
  • Manage up-sell and cross-sell opportunities through fulfillment with SAP install base

customers

  • First-line resource for partner led transaction support
  • Leverage field resources or partners to manage sophisticated or complex transactions

 

Accountability:

  • Responsible for delivery outcomes of assigned sub projects
  • Work within defined policies and processes under regular supervision
  • Contribute to milestones
  • Build collaborative work relationships with similar functions across SAP and customer

and partner organization

 

Complexity:

  • Contribute and works on sub projects and activities with moderate level of complexity
  • Work is independent & collaborative in nature.
  • Provide regular updates to manager or project manager on project status

 

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

  • Bachelor equivalent: yes

WORK EXPERIENCE

  • Strong competence with various tools, procedures, programming languages used to

accomplish the job

  • Minimum 1 to 2 years experience in complex solutions Sales
  • Knowing or having successful experience in multi channel go to market models
  • Knowledge and understanding of Indirect channel dynamics
  • Knowledge of ERP market

 

AT SAP, YOU CAN IMPACT THE WAY BUSINESS IS RUN