What do we offer
Our corporate culture is focused on helping our employees enable innovation by building breakthroughs together. how? Every day we focus on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and aligns with our goal-driven and future-focused work. We offer a highly collaborative and nurturing team environment with a strong focus on learning and development, recognition of your individual contributions, and a variety of benefit options for you to choose from. Apply now!
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; Identifies opportunities for further growth in the territory and becomes active, in cooperation with other GPO sales territories (PBMs, internal sales, etc.).
Responsible for establishing, monitoring and reviewing business development activities around the solution area or industry. Identifies innovative approaches to business creation and implementation either directly or via partner sales teams. Leads key strategies and actions to ensure achievement of key performance indicators.
Train partner sales representatives to interact with prospects on large or complex SW deals in their solutions/industrial expertise area in order to determine the value of the respective SW solution or industry as supported by the ROI, business case development, references, and analyst supporting data. Ensures high conversion rate from pipeline to deal closure, shortening the sales process and improving profit rate in order to achieve real turnover. Become an expert in competition with the industry and/or geography assigned to them. Understand competitive threats (eg, how to beat competition).
– Closing the deal pushes himself into the large and complex opportunities of the particular partners. Balances his direct/indirect activities in order to maximize revenue in the assigned area.
Enable partners 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
General focus will be on the volume segment and ensuring alignment with Mgt for indirect channels (involved partner business managers, internal partner business managers) and internal sales based on key channel economics. Where available, will work in a strong interrelationship / be co-located with similar specialist sales roles (eg, enterprise sector specialist AEs in regional centers of expertise)
Monitor effective and appropriate use of SAP assets (i.e. pre-sale) by partners.
– Reporting of sales progress throughout the year; Identify deviations from agreed plans and actively participate in measures to achieve agreed goals
work experience
– At least 7 years of experience in sales and indirect sales
Deep knowledge in one or several solution areas such as LoB, Mobility, Memory,
– ByDesign, BA&T, B One, BAiO, Cloud or in a specific industry
Knowing or having successful experience in multiple channels Go to market models
Understand the principles of solutions and cloud selling through partners
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
Education and qualification / skills and competencies
Bachelor’s degree equivalency: Yes
– Masters Equivalent: 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.