Business Development Senior Specialist- Sales Progression

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The Business Development Senior Specialist focused on sales progression for midmarket is responsible to ensure all requirements for pipeline progression through the sales funnel are met. In this role the Business Development Senior Specialist will collaborate with the sources of midmarket volume pipeline such as (AEs, partners, marketing, Line of Business, marketing, etc.) to identify root causes of pipeline stagnation and define corrective measures to be executed.

The selected individual will be supported by Demand Managers, Sales and Data Analysts, Sales Development Specialists, ePresales, Deal Structuring and other digital focused collaborators to influence and drive opportunity progression in strong collaboration with sales management.



Business Acumen

  • Demonstrates a deep sales understanding of how to influence opportunity progression.
  • Able to understand the customer/buyer's journey within the context of geographic challenges and strengths
  • Able to move from key overview indicators (big picture) to specific opportunity related issues (microscope view)
  • Understand the buyer's journey requirements linked to content and assets, demos, contracts, pricing and other specific tasks that could trigger stagnation and is able to define and influence process improvement.
  • Is savvy understanding the whole range of SAP’s Cloud strategy, Solution Portfolio, including positioning and messaging.

DG Execution

  • Review and define action plans with sales managers and supporting teams to ensure opportunity progression
  • Execute specific programs defined in collaboration with Demand Managers to validate and attract sales attention of opportunities stagnated.
  • Analyze and make sense out of geographical data reflecting lack of pipeline progression.
  • Validate with Sales Managers hypothesis of root causes of pipeline stagnation.
  • When necessary, proposes executable customer engagement sequences leveraging the sales engagement platform Outreach to drive pipeline progression
  • Encourage and promote the importance of pipeline progression among ditial and sales teams.

Data and Performance Management

  • Leverage sales feedback and data insights to derive and optimize possible pipeline progressing causes such as: opportunity qualification and quality, content requirements, sales attention, partner engagement.
  • Channel & Ecosystem - Understand the importance of different routes-to-market and integrate ecosystem and channel pipeline into any pipeline progression strategy or initiative.


Team Collaboration:

  • Liaise with Digital Hub teams, sales, marketing, and partners to orchestrate pipeline progression activities
  • Encourage effective teamwork & autonomy by providing support and creating a climate of collaboration & trust.
  • Communicates relevant messages in a timely manner and with constructive feedback to cross functional colleagues & managers.

Influence skills:

  • Can interact and achieve results in a multiple and senior stakeholder management team
  • Ensure trust, transparent decision making, open feedback, and activities which increase diverse teams´ engagement
  • Build strong connections with sales leaders and role models
  • Create network with other regions and LoB to learn best practices and share intentionally ours.


  • ​​​​​​​Between 3 and 5 years of successful sales experience in the information technologies industry preferably cloud solutions focused
  • Analyst, consulting, or advisory role to sales areas
  • Being part of a digital sales team and/or sales experience with volume focus
  • Project management or initiatives leader required to lead by influence


  • Natural team player – enjoy working as one team to achieve success
  • Strong Communicator - able to listen, motivate, and transparently communicate decisions clearly and simply. High proficiency in English both oral and written. Spanish, Italian, Turkish and/or Arabic knowledge can be a plus.
  • Problem-Solver - Demonstrates creativity when facing problems
  • Open-minded - Experience working in a multi-cultural environment
  • Customer – centric – understand customer needs to support the team in building the best customer experience


  • Be part of a key project aiming to grow in a successful organization
  • World-class training and development in the areas of professional growth
  • Constant learning and knowledge sharing
  • Chance to work in a dynamic, fun and challenging environment where you we will make sure you reach your full potential.


  • With our strong coaching culture, we aim to develop world-class leaders. This is a great opportunity to develop your international experience in an organization that has transformed the Enterprise Software Market with Cloud Computing.
  • After a period of continuous target achievement and learning & development you will be offered the opportunity to apply for a number of positions in SAP as part of your career progression plan.


We build breakthroughs together

SAP innovations help more than 400,000 customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with 200 million users and more than 100,000 employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, 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.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and 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:
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

EOE AA M/F/Vet/Disability:

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Successful candidates might be required to undergo a background verification with an external vendor.

Requisition ID: 342345  | Work Area: Sales  | Expected Travel: 0 - 10%  | Career Status: Professional  | Employment Type: Regular Full Time   | Additional Locations: #LI-Hybrid.

Requisition ID:  342345
Posted Date:  Jun 15, 2022
Work Area:  Sales
Career Status:  Professional
Employment Type:  Regular Full Time
Expected Travel:  0 - 10%

Barcelona, ES, 08019

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