Solution Area Specialist (Azure-SAP)
Job Summary
Job Description
This role is for a Solution Area Specialist (Azure-SAP) focusing on strategic enterprise accounts. The specialist will lead virtual teams to drive digital transformation using SAP on Azure, exceeding quarterly targets for SAP RISE on Azure and related workloads. Key responsibilities include acting as a trusted advisor and SAP subject matter expert, collaborating with SAP, partners, and internal teams. The specialist will help customers evaluate applications, recommend solutions, demonstrate capabilities (e.g., Copilot, Azure OpenAI), remove deployment roadblocks, and drive customer satisfaction. The role requires strong technical sales, project management, or account management experience in SAP and cloud technologies. The specialist will need to build strong relationships, manage conflict, and leverage consultative selling techniques to close deals and meet business objectives. Account management, pipeline management, and effective communication are crucial for success.
Must have:
- 5+ years SAP related (technical) sales or project management experience
- Digital transformation expertise in SAP on Azure
- Strong consultative selling and account management skills
- Excellent communication and collaboration abilities
- Problem-solving and technical aptitude
6 skills required
Job Details
Overview
- As an SAP Specialist in Azure team mainly covering our strategic accounts in large enterprise segment, you are a solution sales leader with deep business expertise and technical knowledge within our enterprise sales organization, working with our most important customers. You will lead a virtual team of sales, technical, and services resources to help customers realize the digital transformation through SAP on Azure. A core competency of the role is to advance the engagement process to achieve/exceed quarterly SAP RISE on Azure and SAP on Azure consumption targets for related workloads in your assigned accounts. You will be a trusted advisor and SAP subject matter expert with core capability and collaborate with SAP, SAP integration partners and our global counterparts.
- You will work with customers to help them achieve their business priorities and help guide customer SAP journey through our cutting edge technologies (e.g. Copilot, Azure Open AI, Security). You will help customers evaluate their applications and business requirements, recommend solutions that meet their requirements and demonstrate these solutions to win the technical decision. You will need to support customers to remove roadblocks to deployment and drive customer satisfaction. You will help our customers take advantage of our unique platform to realize the value of digital transformation.
Qualifications
- Required/Minimum Qualifications
- Proven 5+ years SAP related (technical) sales, SAP project management experience.
- OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 5+ years technology-related sales or account management experience.
- Engages in conversations with customers to introduce how our workloads could enable digital transformation areas that is aligned with the customer's industry. Initiates conversations with customers on digital transformation in a solution area, in collaboration with partners and services. Shares learning on digital transformation through seminars, workshops, webinars, and direct engagement.
- Identifies opportunities to drive consumption and grow business with existing customers by initiating conversations, providing demos or quotes, and collaborating with partners or internal teams (e.g., Technical Sales Professionals, Global Black Belts). For licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners.
- Identifies customer business needs and technical readiness. Collaborates with internal teams, partners, and services to propose prioritized solutions that align with customers' needs. Leverages the value propositions to communicate business impact of proposed solutions. Listens to customers to understand business outcomes.
- Develops an understanding of external stakeholders' mapping, including who the decision makers and influencers are. Participates with account teams (e.g., Account Executives) in communication with business or subject matter decision makers at the customer's/partner's business.
- Implements strategies to help accelerate the closing of deals in collaboration with other team members. Implements close plans (e.g., how to map timeline, engage the customer, get customer buy-in and commitment) to de-risk and drive predictable deal closure.
- Effective territory/account management: planning, opportunity qualification and creation, analysis, value engineering, services/partner engagement, opportunity management, pipeline management and deal negotiation.
- Problem Solver. Ability to solve customer problems through cloud technologies.
- Collaborative. Orchestrate and influence virtual teams to pursue sales opportunities and lead v-teams through influence.
- Business Relationship Management
- The ability to develop and maintain positive working relationships with supervisors, staff, managers, customers, and vendors. This includes expressing empathy and compassion when dealing with the needs and problems of others, being approachable, taking time to address the concerns of coworkers, and treating others with respect and dignity.
- Conflict Resolution
- The ability to manage conflict, disharmony, and strife among people and situations, while recognizing and addressing sensitivities.
- Consultative Selling
- The ability to understand customer needs through dialogue before recommending products/services.
Responsibilities
- Accountability
- Drive customer transformation, win against competition and ensure EOU success by landing Migrate SAP (RISE/Native) and accelerate migration to be AI-Ready
- Actively and Effectively differentiate SAP with Microsoft "better together" leveraging our Innovation and Artificial Intelligence story
- Drive and Win engagements for Migrate SAP partnering closely with infra SSPs and ATU across high propensity customers
- Build pipeline and accelerate success by securing customers business commitments in partnership with ATU/STU/CSU/GSIs and ISVs to enable and attain ACR/PRACR targets.
- Be the thought leader and voice of the field and customers for Migrate SAP with Microsoft and SAP+ (AI/Securty/Fabric /ModernWork).
- Engage external customer communities, as well as SAP & Microsoft elite events to showcase technical & business benefits of Migrate SAP.
- Extend the conversation into other Azure Solutions that expands the capabilities of SAP, effectively building a Digital enterprise across workloads and project phases (Extend & Innovate).
- Drive sales excellence & accelerate pipeline CQ & Q+1 following Playbook guidance (Majors, PISV etc.), utilize the appropriate tools (IAP, LXP, Checklists, etc.) and leverage customer offers & programs like AMM (ECIF, Partner Led, CMF), FTA, etc. designed to assist in customers secure migration journey
- Sales Execution
- Secure commitment for new Migrate SAP (RISE &Native) projects and accelerate the existing engagements to drive Azure consumption
- Win new Migrate SAP through strong Business and technical sales motions
- Deliver on business and technical value to win new projects aligned to the Migrate SAP Priorities
- Accelerate projects to consumption by planning and executing with Azure partners and priority ISVs and programs
- Lead and live our sales culture transformation through the adoption of role-specific activities, behaviors and habits
- Personally, commit to generate and protect Microsoft trust by living Microsoft’s values, culture, and Trust Code in every decision.
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