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Role description
The Executive Director of General Business Sales is responsible for focusing on complex partner-led sales engagements primarily within the GB segment. GBSE may be specialized in industry or MU market based solutions; He/She works alongside (1) PBMs and ISEs. GBSE covers opportunities in Partner/SAP accounts that exceed a specific revenue limit specified in a GTM setup for a MU/Area. The goal is to train partner sales teams to build a productive pipeline as well as maximize revenue through active participation in selected opportunities.
Expectations and tasks
Business development specialized in solutions/industry
Aligns with PBMs in partner business planning for the area covered; Helps to identify opportunities for further growth in the territory and becomes active, in collaboration with other GPO sales territories (PBMs, internal sales, etc.)
Supports the creation, monitoring and review of business development activities around his or her area of expertise in the solution or industry.
Identifies innovative approaches to business generation and implementation either directly or through the team with the manager/expert.
Supports the implementation of key strategies and actions to ensure achievement of key performance indicators
Assists in training partner salespeople to interact with potential customers on large or complex SW deals in his/her area of solutions/industry expertise in order to determine the value of the relevant SW or industry solution as backed by ROI, business case development, references, and data support Analysts.
Helps ensure high conversion rate from pipeline to deal closure, shortening the sales process and improving profit rate in order to achieve real turnover.
Be aware of competition with the industry and/or geography assigned to them.
Understand competitive threats (eg, how to beat competition).
Supports enabling the partner to lead the business independently using the following resources:
Partner demand generation plan for business pipeline construction
Partner competency plan to ensure partner resources are trained on the latest solutions and sales content,
Partner resource utilization plan so that partners have full access to and use SAP tools and methodologies
Pre-sales training plan for new and existing partners
Overall focus will be on the volume segment and ensuring alignment with indirect channel management (involved partner business managers, internal partner business managers) and internal sales based on key channel economics.
– Helps to monitor the effective and appropriate use of SAP assets (ie, pre-sales).
– Reporting of sales progress throughout the year; Identify deviations from agreed plans and actively participate in measures to achieve agreed goals.
work experience
Minimum 3-5 years experience in sales.
Knowledge in one or several solution areas such as S/4 HANA Public Cloud, LoB, Mobility, In-Memory, ByDesign, BA&T, B One, BAiO or in a specific industry
Knowing or having successful experience in multiple channels Go to market models
Understand the principles of selling solutions through partners
– SME channel experience
Education and qualification / skills and competencies
Bachelor’s degree equivalency: Yes
– Masters Equivalent: Yes
Knowing and understanding the dynamics of indirect channels
Knowledge of the ERP market
Knowledge and understanding of the local market
Business English: Yes
– Local language at the business level: Yes
we sab
SAP innovations help more than 400,000 customers worldwide work together more efficiently and use business insights more effectively. Known as a leader in enterprise resource planning (ERP) software, SAP has evolved into a market leader in end-to-end business application software, database-related services, analytics, intelligent technologies, and experience management. As a cloud company with 200 million users and more than 100,000 employees worldwide, we are goal-focused and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting industries, people or global platforms, we help ensure that every challenge gets the solution it deserves. At SAP, we build breakthroughs together.
We promised to include
SAP’s culture of inclusion, focus on health and wellbeing, and flexible work models help ensure that everyone – regardless of background – feels included and can function at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our people to inspire confidence and help everyone achieve their full potential. We ultimately believe in unleashing all talents and creating a better and fairer world.
SAP is proud to be an equal opportunity workplace and affirmative action employer. We are committed to the values of equal employment opportunity and provide accessibility for applicants with physical and/or mental disabilities.
Headquartered in Walldorf, Germany, SAP is the world’s largest business software company with more than 51,500 employees in sales and development sites in more than 50 countries worldwide.
Our global development approach focuses on distributing development worldwide in strategically important markets. A global network of SAP Labs covering Bulgaria, Canada, China, Germany, Hungary, India, Israel and the United States, enables SAP to operate locally, yet is globally organized.
As the global technology research unit of SAP, SAP Research contributes significantly to the SAP product portfolio and expands SAP’s leadership position by identifying and shaping emerging IT trends through applied research and enterprise adventure. SAP Research has highly skilled teams in 11 research centers around the world.