Channel Sales Executive Business One & Business byDesign Group for CEE
SAP
Vienna, 9, AT
vor 2 Tg.

Work Area : Sales

Expected Travel : 0 - 70%

Career Status : Berufserfahren

Employment Type : Vollzeit, unbefristet

COMPANY DESCRIPTION

SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done.

Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all.

We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-

run businesses that make the world run better and improve people’s lives.

PURPOSE AND OBJECTIVES

As a Channel Sales Executive you will be responsible for building a business in given geography, solution, and / or industry, including market opportunity analysis, partner profiling, identification, and coverage, partner economic business case, business planning (marketing and business development with partners), and revenue attainment through partners (including forecast, pipeline, and deal management and direct partner sales support).

EXPECTATIONS AND TASKS

As a Channel Sales Executive for Business One & Business by Design Group you will be responsible for achieving revenue targets within your assigned territory, mainly through channel partners, in the small and mid-

market segment. You will be fully responsible for your territory coverage, demand generation, forecasting, closing, planning & strategy as well as customer / partner satisfaction in the scope of the assigned solutions.

The expected revenue targets can be driven with the following activities :

Solution / Industry specialized Sales :

  • The sales person responsible for achieving sales target in both channel indirect sales and both SAP direct sales activities in his / her target market
  • Managing sales cycle from demand generation to closed sales with the corresponding know-how
  • Gets involved into transactional sales support of the relevant partners in key deals in his area(s) of solution / industry expertise
  • Drives independently direct SAP sales activities in strategic sales scenarios or Cloud Choice Profit Option (CCP)
  • 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
  • Provides forecast by partners in his / her territory with regards to his / her solution / industry specialization to the country and regional sales management.
  • Ensures forecast and pipeline accuracy

  • Fits into SAP sales organization; works close cooperation with related business areas : presales, marketing, partner management, local product expert, etc.
  • Solution / Industry specialized Demand Generation

  • Proactively engage with customers and partners to understand their needs and position our solution portfolio
  • Experience in customer nurturing especially in the SME segment
  • Conduct market analysis to identify and evaluate potential customer segment
  • Demand generation planning & execution to address territory plan and ensure proper coverage in collaboration with key stakeholders such as local marketing and partner sales
  • Qualify and distributes leads through sales cycle
  • Engage existing customers to expand references
  • Solution / Industry specialized territory strategy build and execution :

  • Identifies market opportunity, coverage and delivery capacity gaps in the partner ecosystem relevant to his / her solution-
  • or industry specialization.

  • Identifies and recruits potential partners to maintain consistent partner ecosystem to deliver defined strategic goals.
  • Builds business case to present partner value proposition and drives existing channel partners in business planning and execution
  • Responsible for creation, monitoring and review of Business Development activities around his / her solution- or industry- specialization area.
  • Where available will act in strong interrelationship / be co-located with similarly specialized sales roles (specialized AEs in Enterprise segment, commercial sales team, partner service advisor team)
  • EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

  • University degree, preferably in Computer Science, Engineering or Management
  • Understanding the principles of solution selling through Partners
  • Knowledge and understanding of Partner Dynamics
  • Knowledge of SME ERP Solution Portfolio and relevant markets
  • Excellent written and spoken German skills
  • Good written and oral English communication skills.
  • WORK EXPERIENCE

  • Minimum 5 years of experience in Sales
  • Having successful experience via channel partner sales
  • Experience in negotiating with Customer’s within SME market
  • Proven track record in target achievement
  • Experience in selling ERP and / or Cloud solutions
  • WHAT YOU GET FROM US

    Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment apply now .

    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.

    If you 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 (Americas : Careers.NorthAmerica sap.com or Careers.LatinAmerica sap.

    com , APJ : Careers.APJ sap.com , EMEA : Careers sap.com ).

    Successful candidates might be required to undergo a background verification with an external vendor.

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