Senior General Business Sales Executive - SAP

Job Summary

TheGeneral Business Sales Executive is responsible for focusing oncomplex sales engagements which are mainly partnerdriven in theGBsegment. The GBSE may be specialized on industry or solutionsbased on the MUmarket; he/she is working in conjunction with(i)PBMs and ISEs. The GBSE covers opportunities in partner /SAPaccounts above a specific revenue threshold defined in theGTMsetup of the MU/Region. The objective is to coach thepartnersales teams on building a productive pipeline as well asmaximizing the revenue via active engagements on selectedopportunities.

Expectations AndTasks

• Solution/Industry specialized BusinessDevelopment
• Aligns with PBMs on PartnerBusiness Planning for the territory covered; identifiesopportunities for further growth in the territory and becomesactive in collaboration with other GPO sales areas (PBMs InsideSales etc.).
• Responsible for creationmonitoring and review of business development activities around thesolution or industry specialization area. Defines innovativeapproaches to generate business and executes either directly or viathe partnersales teams. Drives core strategies and actions toensure KPI achievement.
• Coaches partner salesreps to interact with prospects in large or complex SW deals in hisarea of solution / industry expertise in order to position thevalue of the respective SW or industry solution as supported by ROIbusiness case development references and supporting analyst data.Ensures high conversion rate from pipeline to deal closureShortening of the sales process and improvement of win rate inorder to achieve real volume business. Be an expert on thecompetition with their assigned industry and/or geography.Understand competitive threats (e.g. how to beat thecompetition).
• Drives deal closure by insertinghim/herself in big and complex opportunities of partners assigned.Balances his direct / indirect activities to maximize the revenuein the territory assigned.
• Enables partners toindependently drive business with the following resources: partnerdemand generation plan to build a business pipeline partnercompetency plan to ensure partner resources are trained on thelatest solution and sales content partner resource utilization planso partners have full access to and are utilizing SAP tools andmethodologies presales coaching plan for existing and newpartners.
• Generally will be focused on volumesegment and ensure alignment with Indirect Channel Mgt (respectivePartner Business Managers Inside Partner Business Managers) andInside Sales based on key channel economics. Where available willact in strong interrelationship / be colocated with similarlyspecialized sales roles (e.g. specialized AEs in Enterprise segmentin regional centers of Expertise).
• Monitoringthe effective and appropriate use of SAP assets (i.e. Presales) bypartners.
• Reporting on sales progressthroughout the year; identification of deviations from plans agreedand actively engaging in measures to deliver goals agreedto.

Requirements

• WorkExperience
• Minimum 7 yearsexperience in sales & indirectsales
• Profound knowledge in one or in severalsolution areas such as e.g. LoB Mobility InMemory By DesignBA&T B One BAiO Cloud or in a certainindustry
• Knowing or having successfulexperience in multi channel go to marketmodels
• Understanding the principles of solution& cloud selling throughPartners
• Knowledge and understanding ofIndirect channel dynamics
• Knowledge of ERPmarket
• Local market knowledge andunderstanding
• Business level English:yes
• Business level local language:yes

Education AndQualification / Skills AndCompetencies

• Bachelorequivalent: yes
• Master equivalent:yes

What You Get Fromus

Success is what you make it. AtSAP we help you make it your own. A career at SAP can open manydoors for you. If youre searching for a company thats dedicated toyour ideas and individual growth recognizes you for your uniquecontributions fills you with a strong sense of purpose and providesa fun flexible and inclusive work environment applynow.