Job ref no.: CT3119362-01#1614

Channel Sales Senior Representative Job

SAP

SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.

Role and Responsibilities

Sales Execution through effective Territory/ Account Management and Franchise Sales Process

  • The Commercial Sales Executive (CSE) should drive incremental revenue and prime quota attainment within assigned territory, fully responsible for territory strategy, customer engagement/ coverage, forecasting, planning, and Prime quota attainment.
  • Actively engage with the market by leveraging the Digital Sales Motion, which combines Social, Digital and Content tools to bring remarkable customer experiences to our customers.
  • Drive effective quarterly/annual sales execution in accordance with the Franchise Sales methodology.
  • Align with SAP Partners, engaging in territory planning, opportunity development, deal strategy, and offering pricing and solution support and deal closing. Act as the partners’ single point of contact during the sale cycle by pulling in other SAP resources, including presales teams, as needed.
  • Communicate the sales and performance to goals regularly.
  • Update and maintain reporting tools such as CRM to ensure accurate pipeline management.
  • Focus on high-touch selling to our customers and assist partners to follow through the sales cycle
  • Coaches partner sales reps to position the value of the respective SW or industry solution as supported by ROI, business case development, references, and supporting 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).


Pipeline Management

  • Demand generation planning and execution to ensure coverage, collaborating with key stakeholders including GB/region marketing, solution marketing, Partner/Channel management, and others as required.
  • Working closely with Demand Generation team and arrange lead allocation to partners
  • Qualify leads and progress throughout the entire sales cycle to close
  • Maintain sufficient pipeline to support quota attainment every quarter.
  • Capture and share digital sales and sales management process across the team


Partner Management

  • 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


Education & Language Requirement

  • Bachelor degree holder;
  • Minimum 5 years’ experience in Commercial Sales environment, as a Prime Quota carrier.
  • Knowing or having successful experience in multi-channel go to market models
  • Knowledge and understanding of Indirect channel dynamics
  • Knowledge of ERP market for generalist CSE
  • Knowledge of specified solution for specialist CSE
  • Familiarity of the Mid-Market segment preferred
  • Business level English: yes
  • Business level local language: yes


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WHAT YOU GET FROM US

Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – Apply Now.

SAP'S DIVERSITY COMMITMENT
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

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