PURPOSE AND OBJECTIVES

The Business User (BU) Specialist achieves an overall revenue goal through the creation of a complete territory business plan that generates at least three times the quota in pipeline opportunity. The BU identifies and qualifies opportunities and develops and drives strategy. The BU Specialist develops an opportunity plan containing the value proposition for all of BU solutions (SAP® BusinessObjects™ governance, risk, and compliance solutions; the SAP BusinessObjects Planning and Consolidation application; and SAP BusinessObjects business intelligence solutions) and services for customers or prospects in the territory. The BU Specialist creates and nurtures executive relationships independently to position the SAP executive team to assist and works closely with the account executive (AE) assigned to the account.

EDUCATION AND QUALIFICATIONS/SKILLS AND COMPETENCIES

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Bachelor’s degree or higher strongly preferred

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Demonstrated history of achieving a sales quota of US$4 million or more in software revenue

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Strong oral and written communication skills

EXPECTATIONS AND TASKS

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Work with the AE and vice president (VP) to develop and execute programs to drive the BU pipeline

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Educate the AE and regional virtual account team (VAT) about the BU solution set and its importance

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Work with the VAT on BU-based sales campaigns

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Uncover and run sales cycles on BU-based opportunities as directed by the regional senior VP

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Support AEs in establishing, developing, and expanding market share and attaining revenue within named accounts

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Lead various sales objectives related to leveraging existing installations of the SAP ERP application via business user solutions and by identifying new business opportunities within named customers

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Develop best practices by securing repeatable and expansive opportunities across named accounts

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Play a lead role in developing, within established customers of SAP ERP, the go-to-market and sales plan associated with BU solutions

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Work with the VP of sales to determine the target ratio for developing net new revenue opportunities among inside accounts

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Support the AE for SAP ERP in appropriately expanding the bill of material to business users, positioning value, and so on for each account based on specific circumstances of each sales team or territory

WORK EXPERIENCE

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Three or more years of experience in selling business analytics or business intelligence software

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Experience working the full cycle of complex sales and presenting to multiple levels within clients

WHAT WE OFFER

Contract Type:

Regular Full Time

Job Location:

Downers Grove, Illinois

USA

Travel:

Willingness to travel as required (20%–50%)

Reference Code

US-52690143-EN-09-002