Eric Vale

Evaluator
DISC Type : CDS

Vice President | Head of Premium Engagement at SAP

São Paulo, São Paulo, Brazil

Overview

Eric is the Vice President and Head of Premium Engagement at SAP, bringing over 19 years of experience in strategic IT services for cloud and on-premise solutions. He focuses on SAP MaxAttention contracts for large customers. Colleagues describe him as "excellent", "dedicated", and "intelligent".

Eric is a two-time winner of the SAP Catalyst award, an honor that recognizes employees whose high performance and contributions significantly accelerate change within the organization.

Personality Overview

Thorough Evaluator

Fast But Analytical

Quality Focused

They are not very likely to become strong advocates of your product or service  They focus on the results, but can still be quite procedural and analytical about how to get there They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical

Topics They Care About

Premium Client Success
As Head of Premium Engagement, he is dedicated to delivering high-quality service and building long-term C-level relationships for SAP's largest customers.
Talent Development
He previously managed a young talent program and publicly celebrates his team's achievements, showing a commitment to fostering professional growth.
S/4HANA Adoption
He actively promotes customer success stories and events related to SAP S/4HANA projects, highlighting business process improvements and efficiency gains.

Media Appearances

Eric has no verified media appearances

Work History

1-2023
Vice President | Head of Premium Engagement at SAP
11-2019 - 1-2023
Premium Engagement Director at SAP
10-2017 - 11-2019
SAP Engagement Manager at SAP
5-2008
Pre Sales Consultant at IDS Scheer
4-2006
BPM Consultant at IDS Scheer

Education

8-2021 - 9-2021
Accelerating Change Readiness & Agility from University of California, Berkeley
2019 - 2019
Prepare to Lead for Aspiring Leaders - Germany from SAP

More Information

Social Presence :

Prographics :

Exp : 23 Location : São Paulo, São Paulo, Brazil Job Level : Senior Designation : Vice President | Head of Premium Engagement at SAP
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Insights For Selling To Eric

During A Call Or A Meeting

DO's

  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.
  • Showcase how you can impact results but also make sure that you share detailed information too
  • Help them see both - the ‘big picture’ impact and the ROI of the investment

DONT's

  • Avoid making strong statements, instead invite them to agree with you by asking them questions
  • Avoid too much small talk, just a few formal pleasantries should be fine
  • Avoid self-deprecating references or general informality, it could decrease their trust in you

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Eric is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Eric

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Eric move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Eric take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Eric

Personality Compatibility


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