思爱普（中国）有限公司

Key Responsibilities & Tasks： The Account Executive’s primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers. The Account Executive brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate SAP products.  Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue. • Annual Revenue - Achieve / exceed quota targets. • Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organization. • Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching. • Customer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect. • Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references. • Business Planning – Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Utilize VE, benchmarking and ROI data to support the customer’s decision process.  Demand Generation, Pipeline and Opportunity Management • Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve. • Pipeline partnerships – Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory. • Leverage SAP Solutions – Be proficient in and bring all SAP offers to bear on sales pursuits including Industry Solutions, LOB solutions (CRM, SCM, HCM, SRM et. al) and technology solutions (Business Analytics, Mobility, Database and Technology, et. al) • Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap. • Support all SAP promotions and events in the territory  Sales Excellence • Sell value. • Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base. • Orchestrate resources: deploy appropriate teams to execute winning sales. Create OneSAP. • Utilize best practice sales models. • Understand SAP’s competition and effectively position solutions against them. • Maintain CRM system with accurate customer and pipeline information.  Leading a (Virtual) Account Team • Demonstrates leadership skills in the orchestration of remote teams. • Ensure account teams and Partners are well versed in each account’s strategy and well positioned for all customer touch points and events. Maximize the value of all sales support organizations. Experience & Educational Requirements  7+ years of experience in sales of complex business software / IT solutions  Proven track record in business application software sales.  Experience in lead role of a team-selling environment.  Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.  Business level English: Fluent

Key Areas of Responsibility and Tasks The General Business Sales Executive is focusing on complex sales engagements which are mainly partner-driven in the GB-segment. The GBSE may be specialize on industry or solutions based on the MU-market; he/she is working in conjunction with (I)PBMs and ISEs. The GBSE covers opportunities in partner- / SAP-accounts above a specific revenue threshold defined in the GTM-setup of the MU/Region. The objective is to coach the partner-sales teams on building a productive pipeline as well as maximizing the revenue via active engagements on selected opportunities. Main Responsibilities: Solution/ Industry specialize Business Development • Aligns with PBMs on Partner Business Planning for the territory covered; identifies opportunities for further growth in the territory and becomes active, in collaboration with other GPO sales areas (PBMs, Inside Sales, etc.). • Response for creation, monitoring and review of business development activities around the solution- or industry- specialization area. Defines innovative approaches to generate business and executes either directly or via the partner-sales teams. Drives core strategies and actions to ensure KPI achievement. • Coaches partner sales reps to interact with prospects in large or complex SW deals in his area of solution / industry expertise in order to position the value of the respective SW or industry solution as support by ROI, business case development, references, and support analyst data. Ensures high conversion rate from pipeline to deal closure, shortening of the sales process and improvement of win rate in order to achieve real volume business. Be an expert on the competition with their assigned industry and/or geography. Understand competitive threats (e.g., how to beat the competition). • Drives deal closure by inserting him-/herself in big and complex opportunities of partners assigned. Balances his direct / indirect activities in order to maximize the revenue in the territory assigned. • Enables partners to independently drive business with the following resources: • partner demand generation plan to build a business pipeline • partner competency plan to ensure partner resources are trained on the latest solution and sales content, • partner resource utilization plan so partners have full access to and are utilizing SAP tools and methodologies • presales coaching plan for existing and new partners • Generally, will be focused on volume segment and ensure alignment with Indirect Channel Mgt (respective Partner Business Managers, Inside Partner Business Managers) and Inside Sales based on key channel economics. Where available will act in strong interrelationship / be co-located with similarly specialize sales roles (e g specializes AEs in Enterprise segment in regional centers of Expertise) • Monitoring the effective and appropriate use of SAP assets (i.e., Presales) by partners. • Reporting on sales progress throughout the year; identification of deviations from plans agree and actively engaging in measures to deliver goals agree to. #GCCS Key Areas of Responsibility and Tasks The primary purpose of the Senior Sales Executive is to achieve their overall revenue goal. In order to achieve this goal, the Senior Sales Executive must create a complete territory business plan that generates at least 3x their quota in pipeline opportunity. The Senior Solution Sales Executive is responsible to identify and qualify opportunities, develop and drive strategy. The Senior Solution Sales Executive will develop an opportunity plan containing the value proposition for all of SAP's targeted line of business solutions (CRM, HCM, SCM, GRC, EPM, Business Intelligence, etc.) and services to potential customers & prospects in that territory. It is expected that the Senior Solution Sales Executive be adept at creating and nurturing executive relationships on their own while positioning the SAP executive team. In that capacity: • Works with the Sales Manager and team to develop and execute programs to drive pipeline & close deals • Works with the Regional VAT to educate target accounts on the solution set and conducts account planning for judicious deals • Works to uncover and run sales cycles-based opportunities as directed by the Regional Sales Lead • Works with VAT team on sales campaigns • Leads efforts to establish, develop, and expand market share and revenue attainment within named accounts • Works to attain various sales objectives related to securing new business opportunities within named customers Develops sales best practices securing reproducible and expansive opportunities across named accounts Experience & Language Requirements • 5+ years of experience selling business software and/or IT solutions • Experience selling to CXOs • Proven track record in target achievement Education Bachelor’s degree in related fields (Business / Engineering or Technology)

Key Areas of Responsibility and Tasks The General Business Sales Executive is focusing on complex sales engagements which are mainly partner-driven in the GB-segment. The GBSE may be specialize on industry or solutions based on the MU-market; he/she is working in conjunction with (I)PBMs and ISEs. The GBSE covers opportunities in partner- / SAP-accounts above a specific revenue threshold defined in the GTM-setup of the MU/Region. The objective is to coach the partner-sales teams on building a productive pipeline as well as maximizing the revenue via active engagements on selected opportunities. Main Responsibilities: Solution/ Industry specialize Business Development • Aligns with PBMs on Partner Business Planning for the territory covered; identifies opportunities for further growth in the territory and becomes active, in collaboration with other GPO sales areas (PBMs, Inside Sales, etc.). • Response for creation, monitoring and review of business development activities around the solution- or industry- specialization area. Defines innovative approaches to generate business and executes either directly or via the partner-sales teams. Drives core strategies and actions to ensure KPI achievement. • Coaches partner sales reps to interact with prospects in large or complex SW deals in his area of solution / industry expertise in order to position the value of the respective SW or industry solution as support by ROI, business case development, references, and support analyst data. Ensures high conversion rate from pipeline to deal closure, shortening of the sales process and improvement of win rate in order to achieve real volume business. Be an expert on the competition with their assigned industry and/or geography. Understand competitive threats (e.g., how to beat the competition). • Drives deal closure by inserting him-/herself in big and complex opportunities of partners assigned. Balances his direct / indirect activities in order to maximize the revenue in the territory assigned. • Enables partners to independently drive business with the following resources: • partner demand generation plan to build a business pipeline • partner competency plan to ensure partner resources are trained on the latest solution and sales content, • partner resource utilization plan so partners have full access to and are utilizing SAP tools and methodologies • presales coaching plan for existing and new partners • Generally, will be focused on volume segment and ensure alignment with Indirect Channel Mgt (respective Partner Business Managers, Inside Partner Business Managers) and Inside Sales based on key channel economics. Where available will act in strong interrelationship / be co-located with similarly specialize sales roles (e g specializes AEs in Enterprise segment in regional centers of Expertise) • Monitoring the effective and appropriate use of SAP assets (i.e., Presales) by partners. • Reporting on sales progress throughout the year; identification of deviations from plans agree and actively engaging in measures to deliver goals agree to. #GCCS Key Areas of Responsibility and Tasks The primary purpose of the Senior Sales Executive is to achieve their overall revenue goal. In order to achieve this goal, the Senior Sales Executive must create a complete territory business plan that generates at least 3x their quota in pipeline opportunity. The Senior Solution Sales Executive is responsible to identify and qualify opportunities, develop and drive strategy. The Senior Solution Sales Executive will develop an opportunity plan containing the value proposition for all of SAP's targeted line of business solutions (CRM, HCM, SCM, GRC, EPM, Business Intelligence, etc.) and services to potential customers & prospects in that territory. It is expected that the Senior Solution Sales Executive be adept at creating and nurturing executive relationships on their own while positioning the SAP executive team. In that capacity: • Works with the Sales Manager and team to develop and execute programs to drive pipeline & close deals • Works with the Regional VAT to educate target accounts on the solution set and conducts account planning for judicious deals • Works to uncover and run sales cycles-based opportunities as directed by the Regional Sales Lead • Works with VAT team on sales campaigns • Leads efforts to establish, develop, and expand market share and revenue attainment within named accounts • Works to attain various sales objectives related to securing new business opportunities within named customers Develops sales best practices securing reproducible and expansive opportunities across named accounts Experience & Language Requirements • 5+ years of experience selling business software and/or IT solutions • Experience selling to CXOs • Proven track record in target achievement Education Bachelor’s degree in related fields (Business / Engineering or Technology)

Key Responsibilities & Tasks： The Account Executive’s primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers. The Account Executive brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate SAP products.  Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue. • Annual Revenue - Achieve / exceed quota targets. • Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organization. • Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching. • Customer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect. • Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references. • Business Planning – Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Utilize VE, benchmarking and ROI data to support the customer’s decision process.  Demand Generation, Pipeline and Opportunity Management • Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve. • Pipeline partnerships – Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory. • Leverage SAP Solutions – Be proficient in and bring all SAP offers to bear on sales pursuits including Industry Solutions, LOB solutions (CRM, SCM, HCM, SRM et. al) and technology solutions (Business Analytics, Mobility, Database and Technology, et. al) • Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap. • Support all SAP promotions and events in the territory  Sales Excellence • Sell value. • Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base. • Orchestrate resources: deploy appropriate teams to execute winning sales. Create OneSAP. • Utilize best practice sales models. • Understand SAP’s competition and effectively position solutions against them. • Maintain CRM system with accurate customer and pipeline information.  Leading a (Virtual) Account Team • Demonstrates leadership skills in the orchestration of remote teams. • Ensure account teams and Partners are well versed in each account’s strategy and well positioned for all customer touch points and events. Maximize the value of all sales support organizations. Experience & Educational Requirements  7+ years of experience in sales of complex business software / IT solutions  Proven track record in business application software sales.  Experience in lead role of a team-selling environment.  Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.  Business level English: Fluent