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Key Areas of Responsibility and Tasks
The General Business Sales Executive is focusing on complex sales engagements which are mainly partner-driven in the GB-segment. The GBSE may be specialize 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.
Solution/ Industry specialize Business Development
- Aligns with PBMs on Partner Business Planning for the territory covered; identifies opportunities for further growth in the territory and becomes active, in collaboration with other GPO sales areas (PBMs, Inside Sales, etc).
- Response for creation, monitoring and review of business development activities around the solution- or industry- specialization area. Defines innovative approaches to generate business and executes either directly or via the partner-sales teams. Drives core strategies and actions to ensure KPI achievement.
- Coaches 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 support by ROI, business case development, references, and support analyst data. Ensures 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 an expert on the competition with their assigned industry and/or geography. Understand competitive threats (e.g. how to beat the competition).
- Drives deal closure by inserting him/herself in big and complex opportunities of partners assigned. Balances his direct / indirect activities in order to maximize the revenue in the territory assigned.
- Enables partners to independently drive business with the following resources:
- partner demand generation plan to build a business pipeline
- partner competency plan to ensure partner resources are trained on the latest solution and sales content,
- partner resource utilization plan so partners have full access to and are utilizing SAP tools and methodologies
- 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. Where available will act in strong interrelationship / be co-located with similarly specialize sales roles (e g specializes AEs in Enterprise segment in regional centers of Expertise)
- Monitoring the effective and appropriate use of SAP assets (i.e.Presales) by partners.
- Reporting on sales progress throughout the year; identification of deviations from plans agree and actively engaging in measures to deliver goals agree to.
Experience & Language Requirements
- 5+ years of experience selling business software and/or IT solutions
- Experience selling to CXOs
- Proven track record in target achievement
Bachelor’s degree in related fields (Business/Engineering or Technology)
We build breakthroughs together
SAP innovations help more than 400,000 customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with 200 million users and more than 100,000 employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, we build breakthroughs, together.
We win with inclusion
SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run 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 employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility 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: Careers@sap.com
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.
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.
Successful candidates might be required to undergo a background verification with an external vendor.
Requisition ID: 380833 | Work Area: Sales | Expected Travel: 0 - 50% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.