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 the 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
Education And Qualification / Skills And Competencies
Bachelor equivalent: yes
Master equivalent: yes
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
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Interested and qualified? Go to SAP career website on jobs.sap.com to apply