Requisition ID:
Work Area: Sales
Expected Travel: 0 : 10
Career Status: Professional
Employment Type: Regular Full Time
COMPANY DESCRIPTION
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 DESCRIPTION:
The General Business Sales Executive is responsible for focusing on complex sales engagements which are mainly partner:driven in the GB:segment. The GBSE may be specialized 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.
EXPECTATIONS AND TASKS:
Solution/ Industry specialized Business Development
Aligns with PBMs on Partner Business Planning for the territory covered; helps to identify opportunities for further growth in the territory and becomes active, in collaboration with other GPO sales areas (PBMs, Inside Sales, etc.)
Supports the creation, monitoring and review of Business Development activities around his/her solution: or industry: specialization area. Defines innovative approaches to generate business and executes either directly or via the team together with manager/expert. Supports implementation of core strategies and actions to ensure KPI achievement
Assists in coaching 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 supported by ROI, business case development, references, and supporting analyst data. Helps to ensure a 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 familiar with the competition with their assigned industry and/or geography. Understand competitive threats (e.g., how to beat the competition).
Supports the enablement of the partner 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.
Helps to monitor the effective and appropriate use of SAP assets (i.e., Presales).
Reporting on sales progress throughout the year; identification of deviations from plans agreed and actively engaging in measures to deliver goals agreed to.
WORK EXPERIENCE:
Minimum 3:5 years experience in Sales
Knowledge in one or in several solution areas such as e.g
