SAP General Business Sales Expert Job in Singapore, Singapore
Requisition ID: 159731
Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time
As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.
Purpose and Objectives:
This role is responsible for a targeted go-to-market (GTM) approach by Market Unit and Industry.
Priority focus will be to increase Volume and improve Pipeline Conversion in the General Business market segment across all solution areas.
The major Strategies in scope include:
Manages and drives the execution of General Business sales programs – jointly with Marketing – to develop pipeline according to business targets to significantly contribute to SAP’s ambitious growth and acquisition of new customers in General Business. Identifies key assets and sales plays from Global, Region, MU’s, Industry, SAP Solutions, & services etc., which enable SAP’s pipeline growth in General Business.
Demonstrates leadership in aligning across functional teams of Field and Inside Partner Account Managers, and Channel Sales Managers.
Provides exceptional transactional sales support to channel team and partners in key deals / complex sales opportunities whenever required and appropriate (high seniority, industry knowledge, strategy…)
Other responsibilities include:
Ensures predictable models/rules of engagement for SAP Channel partners which allows them to act as an extension of SAP’s own sales and delivery force
Defines clear market and field engagement policies in alignment with the channel policies which support SAP’s holistic GTM strategy of the General Business partner preferred segment
Allocates appropriate resources and targets in the light of territory potential, coverage needs and Channel capacity & capability; ensures a sound coverage model aligning SAP sales resources (CSM’s and Inside Sales) as well as managed partners. Reviews resource allocation on a regular basis and adjusts accordingly.
Ensures availability of specialized solution and / or industry expertise by (specialized) CSMs according to the respective market potential. Seeks innovative coverage approaches in situations lacking critical mass or specialized market potential does not justify investment into accordingly specialized FTEs. E. g. by lifting them on cluster, sub-regional or regional level.
Drives territory planning for each territory under his supervision leveraging indirect RTMs as a key guiding principle for General Business and respective sales roles on a regular basis
For mid-term and quarterly perspective - Validates and aligns ISE’s action plan with Inside Sales Manage
Key Professional Experience:
15 years of experience within IT/B2B marketing or sales channels
Minimum 5 years of successful people management is a must
Experience working in a cross-functional, matrixes organization, including understanding of global/regional/country organizational dynamics
Proven success working with executive level decision-makers
program development, messaging, offer development, demand generation strategies, awareness/reputation, digital/online, sales and channel execution
Strategic planning skills, reinforce simplified priorities to drive tactical quarterly execution and results
Expertise positioning and messaging of end-to-end solution portfolio (including Cloud)
Lead and opportunity cycle management
Demonstrate high level of expertise in the evaluation of overall performance, including business progress, execution/adoption, pipeline and revenue impact and desire to demonstrate a learning mind set and deliver best practice
SAP'S DIVERSITY COMMITMENT
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.
SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team (Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com , APJ: Careers.APJ@sap.com , EMEA: Careers@sap.com ). Requests for reasonable accommodation will be considered on a case-by-case basis.
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