We help the world run better
at sap, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.
corporate sales
responsible for selling through resellers/partners focused on the corporate segment (sme). To coordinate all sales activities with the partners to ensure successful closing of opportunities, mainly via coaching of partners' sales teams. Monitors competitor activity and implements strategies to maintain assigned account ownership and block competitor advancement.
key responsibilities & tasks
the corporate sales executive is responsible for focusing on complex sales engagements which are mainly partner-driven in the corporate segment. The corporate sales executive may be specialized on industry or solutions based on the mu-market; he/she works in conjunction with pbms and ises. 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.
main responsibilities:
* 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 collaborates 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 within 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:
o partner demand generation plan to build a business pipeline
o partner competency plan to ensure partner resources are trained on the latest solution and sales content
o partner resource utilization plan so partners have full access to and are utilizing sap tools and methodologies
o 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.
experience & educational requirements
* minimum 3-5 years experience in sales
* knowledge in one or several solution areas such as e.g. Lob, mobility, in-memory, bydesign, ba&t, b one, baio or in a certain industry
* successful experience in multi-channel go-to-market models
* understanding the principles of solution selling through partners
* sme channel experience
* knowledge and understanding of indirect channel dynamics
* knowledge of erp market
* local market knowledge and understanding
* business level english: yes
* business level local language: yes
bring out your best
sap innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development.
we win with inclusion
sap’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone feels included and can run at their best. Sap is proud to be an equal opportunity workplace and is an affirmative action employer.
eoe aa m/f/vet/disability:
qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
requisition id: 413154 | work area: sales | expected travel: 0 - 10% | career status: professional | employment type: regular full time | additional locations: #li-hybrid.
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