Purpose and Objective
The License Compliance Sales Executive is responsible and accountable for the license audit revenue within the assigned segments (market unit) incl.
exploration of new cases at customers’ over-usage of SAP and BOBJ software licenses beyond existing SW contracts. In order to achieve his / her mission and targets Compliance Executive must engage and leverage multiple stakeholders in the related SAP landscape (internal and external).
Expectations and Tasks
Take full ownership for closing all compliance sales opportunities within the customer segments and maximizing SW license revenue from compliance sales cases.
Directly interact with customers to position and represent SAP’s claim against them.
Communicate with SAP customer to ensure that they are able to perform the license audit correctly and address any queries relating to processes or licensing.
Conduct customer follow-ups, evaluate results to ensure accuracy and compare with related licensed contractual agreements
Ensure that Account and Inside Sales Executives conduct follow-up activities, audits are accurate and completed timeously and CRM records are maintained.
Coach and educate partner or inside sales executives how to structure and execute compliance sales cases.
Support Account Executives and Inside Sales Executives to develop the right sales tactics for small compliance cases.
Professional management and closure of all assigned sales opportunities. Develop tactics to handle non responding customers and follow-
up or conduct escalation activities for each individual case
Explore all possible potential for compliance sales cases within the assigned territory e.g. drive together with the License Compliance Manager the exploration of SAP and / or BOBJ contracts beyond existing audit processes (e.
g. non-auditable engines; specific contract types; BOBJ contracts etc)
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES
University Degree preferable
Several years’ experience in selling Software Licenses
Excellent oral and written communication skills in English
Excellent customer focus
Strong interpersonal skills and teamwork
Strong understanding of IPR, compliance and software licensing is very important
Understanding of SAP Licensing Models and BOBJ license models preferable
Reasonable knowledge of Microsoft Office (Word, Excel, Outlook, Project and PowerPoint)
Excellent organizational and follow-up skills
Good technical background is an asset
Reasonable knowledge of the SAP ERP application is an asset
3 to 5 years’ experience in selling software
5 years’ minimum of ICT business experience and background
General Sales Skills (SAP experience highly preferred)
Relevant work experience in a similar role is an advantage
Strong negotiation skills; experience in adversarial situations highly preferred
Highly organized, able to work effectively in a complex environment
One to two years of previous experience in business administration and project management is an asset.
SAP'S DIVERSITY COMMITMENT
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.
SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and / or mental disabilities.