全球知名外资企业------Maintenance Sales Manager------base：Shanghai or Beijing
Expectations and Tasks
Drive the regional business plan for the Maintenance Services product set including, but not limited to, Enterprise Support and the Third-Party competitive threat.
Lead targeted must-win deals for the regions and remove deal obstacles, thereby maximizing Maintenance Bookings and Revenue.
Support deal execution in the regions as needed, including education of customers’ procurement and legal groups, in regards to a Maintenance Contract.
Build and develop Maintenance Services bookings and revenue pipeline. Drive net new opportunities in the region.
Lead execution of regional Maintenance Services demand generation programs.
Identify key initiatives in the region to maximize maintenance revenue and minimize maintenance base erosion.
Leverage messaging to map pain points and business challenges to SAP solutions; channel these back to COE.
Directly interact with AEs, CPs, CEMs, SSDs and customers to position the value of SAP's Maintenance Solutions as supported by value propositions.
Educate and enable field sales on Maintenance go-to-market tools, strategies, and opportunities (AE/SE, etc).
Engage partner support / awareness of SAP Maintenance offering.
Provide weekly reporting as required to management, and keep CRM accurate and current
Work Experience
Strong IT background, preferably in software.
Services Sales Oriented: possessing the ability to diagnose, analyze, and succinctly discuss customer problems, develop the urgency to solve those problems, and commit customers to a realistic plan of action that will produce mutually beneficial results.
Competitive Selling: extensive experience that allows for a state of preparedness and competitive awareness to maximize competitive advantage in selling through the anticipation of competitive strategies and tactics.
Executive Focused: works proficiently at high organizational levels through effective communication and management thinking coupled with significant political insightfulness.
Team Oriented: demonstrates the comfort and ability to synergistically work with others to achieve a common sales goal without compromising one’s own identity. Understands how to inspire customers and the sales teams alike.
Ability to drive business by developing necessary Sales Tools and programs that will enable Sales and Customers alike.
Will demonstrate in-depth knowledge and application of Maintenance program strategy, development and deployment.
This is an autonomous role, will need to be flexible while leading and motivating others.
Minimum of 5 years of industry experience and background in selling or delivering services on IT Operations
Education and Qualifications
Value based selling methodologies
Comfortable and experienced with senior executive audiences and a very professional and mature customer interfacing profile
Energetic and goal-oriented, strong leadership qualities (cross-functional and multi-national teams)
Judgment: ability to demonstrate consistent logic, rationality and objectivity in decision making. Achieves good balance between quick decisiveness and slower, more systematic approaches.
Communication: Demonstrates willingness to participate in and lead meetings and communicate effectively with staff at all levels.
Independence: Functions successfully without much supervision and stays focused.
Standards of performance: Strives and consistently achieves quality results, exhibits conscientiousness, dedication, self-discipline and responsibility
