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Commercial Sales Snr Representative (Services) - North/East

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Date: Dec 30, 2020

City: Kolkata, WB, IN

Company: SAP



Requisition ID: 263564
Work Area: Sales
Expected Travel: 0 - 50%
Career Status: Professional
Employment Type: Regular Full Time



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.

Roles & Responsibilities:


Sales Execution through effective Territory/ Account Management:

  • The Commercial Sales Senior Representative Executive (CSE) should drive incremental revenue and prime quota attainment within assigned territory, fully responsible for territory strategy, customer engagement/ coverage, forecasting, planning, and Prime quota attainment for SAP's Services solutions.
  • Actively engage with the market by leveraging the Digital Sales Motion combining Social, Digital and Content tools for remarkable customer experiences
  • Drive effective quarterly/annual sales execution in accordance with the Franchise Sales methodology
  • Align with SAP Partners, engaging in territory planning, opportunity development, deal strategy, and offering pricing and solution support and deal closing.   Act as the partners’ single point of contact during the sale cycle by pulling in other SAP resources, including presales teams, as needed.
  • Update and maintain reporting tools such as CRM with accuracy.
  • Mentor new CSEs by sharing best practices on demand generation and sales execution across the team


Pipeline Management

  • Demand generation planning and execution to ensure coverage, collaborating with key stakeholders including GB/region marketing, solution marketing, Partner/Channel management, and others as required.
  • Qualify leads and progress throughout the entire sales cycle to close
  • Maintain sufficient pipeline to support quota attainment every quarter.
  • Capture and share digital sales and sales management process across the team


Proactive Self Development

  • On top of on-the job coaching provided by the Manager (CSM) the incumbent should improve her/his sales skills along various dimensions as defined in the SAP Commercial Sales STEP framework. Commercial Sales Executive are expected to actively work with their management to use the framework to build sales/deal closing and customer engagement skills.
  • Incumbent is expected to be fully aware and engaged in the STEP program and progressing thru the middle to end of the program – Levels 3 to 6 expanding on their sales skills.
  • Solution Certification is mandatory for all Commercial Sales Executives for their primary solution areas.
  • Use SAP Career Success Center, Sales Academy and other resources as agreed upon with manager to gain additional skills that enhance productivity.


Skills & experience: 

  • Bachelors & Masters degree with minimum 8 years’ experience in Commercial Sales environment, as a Prime Quota carrier.
  • Knowing or having successful experience in multi-channel go to market models
  • Knowledge and understanding of Indirect channel dynamics
  • Knowledge of Services market for generalist Commercial Sales 


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.

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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