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RecommendsNegative OutlookApproves of CEO
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I have been working at SAP full-time (More than 3 years)
I worked as an outside account executive for nearly two years at SAP. The pro's are that there are a vast array of products to sell and there is great name recognition which helps to get you in the door. Very solid benefits and a generally very supportive network environment.
There is a constant drive to re-invent the company and the recent acquisitions of Sybase, Successfactors, Ariba and Hybris were good choices. The challenge has been to maintain the brand recognition and strengths of the products amidst the absorption of those organizations into the core of SAP. Integration has been tough and after a few years the product development goes away and the company changes focus. This really diminishes the value of the purchase and confuses the customer base in the process. SAP appeals to many large companies and is therefore a staple of nearly 50% of the F1000. The challenge has been to create a larger marketplace by moving the products into the mid-sized markets and really SAP doesn't resonate with them. You can discount the products all you want but the cost of implementation and ongoing maintenance will still put you out of the running.
Advice to Management
Figure out a long-term strategic vision or at least communicate it inward to your employees. Realize that you cannot build relationships with new customers overnight and stop churning the accounts to try to find someone else to sell it. The problem isn't the salespeople, it is the churn and the expectations.