I’m Interviewing: SAP Solutions Sales Advisor (Pre-Sales Engineer), Financial Services, CRM – Toronto

 

SAP’s Run Better Video: http://bit.ly/ag4uez

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

A Solution Advisor, also known as a Presales Representative. Is an active participant in the application software sales cycle at SAP as a member of the SAP Virtual Account Team. Responsibilities of a Solution Advisor include active participation in any of the following: site survey, strategy sessions, value based product presentations or demonstrations, and after sales transition to consulting services.

 

EXPECTATIONS AND TASKS

  • Strong understanding of functionality and\or willingness and ability to acquire deep SAP Knowledge.
  • Communicates the business requirements to project\implementation team after completion of sale to endure a smooth transition from presales to implementation stages, warranting a continuous degree of customer satisfaction.
  • Ability to demonstration the value of the solution (not just demonstrate the functionality), and the ability to build a strong working relationship with both the prospect and the SAP Virtual Account team.
  • Ability to grow into the role of Solution Captain (lead on the Virtual Account Team).
  • Possess teamwork, high integrity, self-starter, can-do attitude, problem solver.

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

• Bachelors

• SAP CRM Solutions

 

WORK EXPERIENCE

  • Requires 3+ years of professional experience;
  • 3+ years applications presales experience to an Industry (such as Financial Services, Public Sector) OR 3+ years of SAP product implementation with SAP CRM.
Advertisements


I’m Interviewing: SAP – Director of North American Social Media Marketing

 

SAP’s Run Better Video: http://bit.ly/ag4uez

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

As the world’s leading provider of business software, SAP (which stands for “Systems, Applications, and Products in Data Processing”) delivers products and services that help accelerate business innovation for our customers. We believe that doing so will unleash growth and create significant new value – for our customers, SAP, and ultimately, entire industries and the economy at large. Today, customers in more than 120 countries run SAP applications – from distinct solutions addressing the needs of small businesses and midsize companies to suite offerings for global organizations.

PURPOSE AND OBJECTIVES

Social Media Marketing Director is responsible for the strategy, successful execution and on-going innovation of SAP North America’s social media program. This position both manages direct strategy development and campaign execution for the North America Demand Center, and serves as the center of excellence for Social Media marketing across North America Marketing.

 

EXPECTATIONS AND TASKS

Social Media Strategy Development & Innovation:

  • Develop and articulate a social media strategy covering all Lines of Business, Solution, and Program areas with the objective of growing audience share and converting to inbound response
  • Develop innovative approaches to using social media in Marketing’s program and campaign execution
  • Provide foundational expertise to Marketing on social media trends and new channels

 

Social Media Campaign Management:

  • Manage SAP North America’s social media channels and provide guidance on best practice usage (Twitter, Facebook, Linked In)
  • Manage social media marketing best practices program, and communicate guidance to

programs & campaign teams

  • Provide social media execution strategy for key SAP events and campaigns Identify and communicate requirements to scale social media adoption within SAP campaign execution
  • Manage Social Media agencies as required adoption within SAP campaign execution
  • Manage Social Media agencies as required
  • Social Media Monitoring & Reporting:
  • Manage social media monitoring program, including publication of Social Media effectiveness scorecard, leveraging on-line monitoring and reporting tools available through corporate marketing programs
  • Identify additional monitoring and reporting requirements
  • Support the North American online media plan holistically with assistance on reporting,

analysis and other projects as they arise

  • Provide regular status updates to manager and key stakeholder teams as necessary.

 

Social Media Center of Excellence:

  • Provide on-going social media coaching and mentoring to all programs teams, upskilling

Marketing on the use of social media techniques

  • Team with other SAP organizations to further grow Marketing’s social media reach (i.e. Global, SCN, other regions)
  • Provide consulting support to key stakeholders

 

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

  • Bachelor’s degree
  • 10 to 15 years Marketing experience
  • Demonstrated use of social media technologies including: Radian 6, Twitter, Facebook,

LinkedIn, etc

  • B2B Enterprise, Industry and SMB Software Marketing
  • Best in Class Demand Generation, with command of online, web, tele channels

Marketing Planning, Execution & PMO Experience

  • Command of online, web, tele channels
  • Top 100 Brand Social media experience (Agency or Client Side)
  • Deep understanding of Social Media marketing, with ability to manage community and social media channels across multiple program areas.
  • 10+ years demand generation experience
  • Demonstrated ability to lead and direct cross functional project teams, including agency

management.

  • Experience with Executive and Intra departmental presentation development
  • Expert Communicator and Project Leader
  • Audience acquisition and share of voice growth
  • Foundational program development and execution
  • Marketing Stakeholder Alignment/Feedback
  • Innovation/Next Gen Approaches
  • Social Media marketing adoption

 




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 inside Sales Executive Strategic Industries – Toronto, ON

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/5DZQ

 

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)

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

 

 

 

 

 



How CTOs Can Help Businesses Run Better

Forbes.com, November 02, 2010 (Online)

Most of the time CIOs and CTOs are not focused on the business, but on gardening the systems that are in place. SaaS may change the nature of this gardening, but to truly escape this trap, it is time for CIOs and CTOs to find ways to master complexity and become more relevant to the business. The current generation of BI technology cannot handle the influx of machine data. The first thing a CTO must do is find tools to help understand new data sources. At SAP TechEd two weeks ago, SAP CTO Vishal Sikka confirmed that many of these trends, especially in memory technology and the ability to analyze event streams through complex event processing, are going to become core parts of the SAP infrastructure. He explained that in-memory technology would eventually absorb much of what business intelligence data warehouses currently do. The point is that understanding the new data opportunities will require new technology. The good news is that most of these systems are cheap compared to past investments.

View full story: http://dld.bz/4JjP

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/ISEToronto

 

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