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Solution Sales Executive (HEC)

Job Description

As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably. Hiring will be done to SAP Labs LLC.



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 get your chance to put your ideas into action with maximum impact.

The SAP HANA Enterprise Cloud (HEC) offering is a new comprehensive cloud infrastructure offering from SAP combined with managed services. This new offering allows customers to run their SAP HANA applications, including SAP® Business Suite powered by SAP HANA and SAP NetWeaver® Business Warehouse powered by SAP HANA, in a managed cloud environment. It delivers the power of real-time in-memory technology with cloud simplicity.

The SAP HANA Enterprise Cloud Go-to-Market team focusses on taking this new offering to market working in close collaboration with the SAP HANA Enterprise Cloud RUN organization. Our primary focus is to drive HEC customer adoption and maximization of HANA license sales revenues. We are currently strengthening sales team in different locations and countries to ensure our success as a Cloud company. Be part of driving SAP's cloud strategy from the front to ensure that SAP achieves the growth ambitions and extends the market leadership in the Cloud space.



  • Sales responsibility for SAP Cloud powered by HANA (former HANA Enterprise Cloud)
  • Focus on large enterprises in "MU"
  • Engage with customers to position SAP Cloud powered by HANA:
    • Initiate discussion, position offering, prepare and sell value proposition, close deal
    • Ensure new deals and revenue programs can be commercialized and are executable in a target market. Focus on driving profitable revenue results, executing on revenue generating deals
    • Stakeholders are: CIO and IT department but also Line of Businesses
    • Place a premium on execution and generating results in support of the target market business plan
  • Participate in a team-selling environment working
  • Work professionally and successfully in virtual account teams:
    • License sales to support and accelerate HANA license deals
    • Services sales to accelerate solution
    • HEC Pre-Sales to drive and mature HEC deals
  • Provides leadership with regards to SAP Cloud selling
  • Shape HEC deals and identify best strategy to close deals
  • Pipeline building and successful closing of opportunities
  • Forecasting to achieve budget and achieving committed forecasts
  • Competencies in building strong business relationships quickly
  • Managing and maintaining territory pipeline
  • Building out HEC offering directly with customer and account team


Specialist Experience

  • University degree in Business Administration, Engineering or Computer Science required from an accredited university
  • MBA or advanced degree in related discipline beneficial
  • Fluency in Russian and English
  • Confidence to deal with Executive level
  • Sales of Cloud, Hosting, AMS, BPO, SaaS, IaaS or similar experience
  • Good understand of Technologies and IT Operations
  • Demonstrated ability to work in a matrix organization
  • Stakeholder management experience
  • Excellent communication and presentations skills
  • Highly driven self-starter
  • Very good negotiation skills
  • Major results and execution focus
  • Drive to continuous learning
  • Willingness to travel



  • 5+ years' sales experience in direct sales (quota carrying), ideally in large organizations
  • Minimum 3 years of SAP product application experience, experience in Databases and Datawarehousing
  • Worked in large companies with matrix organization
  • Experience with complex sales and "big-ticket" deals
  • Value selling and solution selling experience



Please note that all information in this job description is accurate at the time of posting.  Please be aware that companies may change details and/or closing dates without notice.

Job Summary

  • Russian Federation
  • Technology
Job Type
  • Full-time
  • Negotiable
29 August 2018
Applications Deadline
27 October 2018

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