Senior General Business Sales Executive

**We help the world run better**

**ROLE DESCRIPTION**

As a Mid-Market Sales Executive, your primary responsibility will be to drive revenue growth by selling our products and services to mid-sized companies following SAP business strategy. You will develop and maintain relationships with key decision-makers, identify business opportunities which are mainly partner-driven in the Mid-Market-segment, and manage the sales process from initial contact to closing the deal. You will work closely with the sales team in conjunction with (i)PBMs and PBMs, marketing department, and other cross-functional teams to achieve sales targets and contribute to the overall growth of the organization. The MSE covers opportunities in partner
- / SAP-accounts above a specific revenue threshold defined in the GTM-setup of the MU/Region. The objective is also 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; identifies opportunities for further growth in the territory and becomes active, in collaboration with other GPO sales areas (PBMs, Inside Sales, etc.).
- 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.
- Prospect, qualify, and generate leads of mid-sized companies within the assigned territory
- Conduct discovery calls and meetings to understand client needs, pain points, and business objectives
- Collaborate with internal teams to create customized solutions and proposals tailored to clients' requirements
- Deliver compelling sales presentations and product demonstrations to showcase the value of our offerings
- Negotiate and close deals, ensuring revenue and sales targets are met or exceeded
- Maintain accurate and updated sales records, forecasts, and pipeline through CRM software
- 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 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
- 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 specialized sales roles (e g specialized 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 agreed and actively engaging in measures to deliver goals agreed to.

**WORK EXPERIENCE**
- 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,
- S4 HANA Coud solutions, 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

**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.

**EOE AA M/F/Vet/Disability**:
Qualified applicants will receive consideration for employment