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.
ROLE DESCRIPTION :
Territory and Account Management
Drive incremental revenue within assigned territory closing deals end to end to meet or exceed quota
Take on territory coverage, forecasting, planning & strategy and effectively communicating and updating plan with key stakeholders in low level cases
Work with Field Sales, Presales, solution sales, and other key stakeholders on deal execution as needed
Ensure timely GAF process when required
Support opportunity management of volume opportunities. Engage with CSM to agree on large / complex deals to be managed by CSM
Help insuring customer needs are understood and addressed in the sales process by supporting experts and managers
Update CRM with customer intelligence in alignment with management
Focus Area Develop deep solution understanding in designated product areas
Generalist with sales bag that includes solutions from across SAP s portfolio with a focus on solutions where Inside Sales is the primary route to market
Take on demand generation planning to address territory plan and Ensure proper coverage in collaboration with key stakeholders including Inside Sales Innovation and Optimization team, marketing and Partner / Channel management (IPAM), and others as required for standard cases
Assist in demand generation execution to meet required revenue plan in collaboration with Marketing, Partner / Channel management (IPAM), partners and other key stakeholders as required.
Support expert / manager in leveraging Partner Determination Matrix and engage with key stakeholders (CSM / iPAM / PAM, etc) for partner selection, offer & pricing support to partner.
Maintaining accuracy of CRM data for pipeline management in alignment with management
Proactive Self Development
On top of on-the job coaching as provided by ISM, the ISE should improve her / his sales skills along various dimensions as defined in the SAP Inside Sales Career progression framework.
ISEs are expected to actively work with their management to use the framework to build sales and other skills.
Solution Certification is mandatory for all ISEs
Use SAP Career Success Center, Value University and other resources as agreed upon with manager to gain additional skills that enhance productivity.
WORK EXPERIENCE :
Minimum 3 years’ experience in Inside Sales environment, respectively Demand Generation
Knowing or having successful experience in multi-channel go to market models
Knowledge and understanding of Indirect channel dynamics
Knowledge of ERP market for generalist ISE
Knowledge of specified solution for specialist ISE
Business level English : yes
Business level local language : yes
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES :
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.