Senior General Business Sales Executive

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**Senior General Business Sales Executive**

Responsible for selling direct and through resellers/partners focused on the General Business segment (SME). To coordinate all sales activities with the partners to ensure successful closing of opportunities, mainly via coaching of partners' sales teams. Monitors competitor activity and implements strategies to maintain assigned account ownership and block competitor advancement.

**Career Level Description**
- Accountability

may include team lead or supervisory responsibilities. CXO level relationship and management is a must.
- Complexity

contributes independently, resolves complex issues in own specialist area (e.g. cross-functional or cross-country projects) works independently on topics while setting priorities having sole responsibility

provides regular project status and updates decisions/solutions can enhance essentially current and future design and strategy enhance complex systems & processes
- Experience

advanced technical or business skills and special knowledge in one / several areas individuals with a customer focus have developed the acumen to cultivate and develop lasting customer relations

typically several years experience with increasing amount of responsibility
- Communication

builds and maintains partnerships with internal and external customers and partners contributes actively to build common ground for cooperation

communicates clear and conveying processes & policies in a way that others can understand communicates relevant messages in a timely manner and with constructive feedback to cross functional colleagues & managers

**Key Responsibilities & Tasks**

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.

**Main Responsibilities**:
Solution/ Industry specialized Business Development

Responsible 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.

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. 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 and direct demand generation plan to build a business pipeline
- partner and direct competency plan to ensure partner resources are trained on the latest solution and sales content,

Monitoring and leading the effective and appropriate use of SAP assets (i.e., Presales).

Reporting on sales progress throughout the year; identification of deviations from plans agreed and actively engaging in measures to deliver goals agreed to.

**Experience & Educational Requirements**

Experience & Language Requirements
- Minimum 7 years experience in sales & indirect sales
- Profound knowledge in one or in several solution areas such as e.g. LoB, Mobility, In-Memory, ByDesign, BA&T, B One, BAiO, Cloud or in a certain industry
- Knowing or having successful experience in multi channel go to market models
- Understanding the principles of solution & cloud selling through Partners
- 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

Education
- Bachelor equivalent: yes
- Master equivalent: yes
- MBA / Ph.D: no
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