SAP Business Objects company, is the world leader in business intelligence (BI) software. Today, more than 43,400 customers in more than 120 countries run Business Objects' applications - from distinct solutions addressing the needs of small businesses and midsize companies to suite offerings for global organisations.
With world-class software, value-added services and unparalleled expertise addressing the unique demands of organisations in more than 25 industries, SAP continues to grow its market share as the world's leading provider of business software solutions.
Every day, you make decisions that impact your career. How will you grow your skills to ensure success? Where can you go to be challenged and inspired? Some decisions are harder to make than others. The difference is knowledge. You don't need to continually change jobs in order to grow your experience and further your career. All you need is to partner with a global industry leader like Business Objects, an SAP Company.
We are looking for an enthusiastic individual with a passion for sales and ambition to drive their career in a dynamic, multinational IT organisation. The Maintenance Renewal Account Manager (MRAM) is responsible for selling the benefits of continued support services to a specific territory of installed base customers. Maintenance fees are paid annually on software products to cover the cost of support, updates and bug fixes. This position involves every aspect of selling those fees on an annual basis and upselling maintenance support services.
The ideal MRAM will be responsible for pro-actively contacting and negotiating with existing customers to continue on their current support plan or renew on a higher support plan. The MRAM will also work closely with the Field sales forces to help with key proposals that include support and maintenance services. It is primarily phone-based but will sometimes involve customer visits.
Tasks:
- Achieve or exceed sales target by selling Business Objects' support services to existing customers (Standard, Elite and Premium services, plus add-on options) over the telephone, annually as maintenance becomes due
- Develop relationships with key customer contacts on named accounts within specific verticals (pharmaceuticals, utilities, finance) or within a European country (country/revenue size dependent)
- Discuss and negotiate, in appropriate European language, maintenance pricing, whilst striving to drive maintenance revenue
- Proactively seek out new maintenance service opportunities within accounts by talking to customers and internal account managers
- Liaise with Sales force regarding issues or concerns surrounding the successful selling of maintenance to their accounts
- Follow established procedures in order to process maintenance renewals using the ‘sales automation tool' and internal finance system
Requirements:
- Sales experience selling products/services in the application, tools, middleware or database technology is desired
- Experience with a sales automation system and databases is a desirable
- A bi/multi-lingual graduate with an ambitious sales mentality
- An individual who is fluent in both English and German
- Organised, energetic individual that continually strives to do better and has the ability to work under pressure
- Good business acumen and the ability to gain respect of their peers
- Strategic and detailed thinking and a tremendous amount of initiative
- Ability and desire to sell (consistent qualification, probing and closing)
- Strong telephone communication skills including the ability to clearly communicate business and technical concepts
- Effective organisational and time management skills and the ability to work under pressure
- Strong team player with proven ability to support colleagues. Must be happy working in a dynamic, multi-national and energetic team
- Customer Focus: Proactive, responsive, and focused on discovering, anticipating, and meeting the customer's needs by leveraging internal resources and/or external alliances
- Target Driven: Always meets or exceeds sales targets
- Resilience: Persists in the face of obstacles or rejection. Does not give up when things do not go smoothly. Ensures tasks are completed to agreed standards
- Open Communication: Clearly conveys thoughts, concepts, directions and feelings—both verbally and in writing. Listens attentively to others' point of view
- Collaboration and team work: Works in collaboration with others towards mutual success and team objectives
Maintenance Renewal Account Manager with German (Permanent)
SAP SSC (Ireland) Ltd.