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MidMarket Sales Manager - Hungary

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Date: May 2, 2021

City: Budapest, HU, 1031

Company: SAP

 

 

Requisition ID: 276916
Work Area: Sales
Expected Travel: 0 - 50%
Career Status: Management
Employment Type: Regular Full Time

 

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.

Role summary

We are currently looking for an experienced sales person to lead our Hungarian midmarket (SME) sales team. The team is responsible to handle the indirect sales channel of the company as well as to perform account and territory management activities. To be successful in the position it would be an advantage to have in depth experience in territory management and at least methodological knowledge in account management. Furthermore, you must have a good understanding of hunter sales methods since the ‘net new name’ sales territories in Hungary will report to you. You will also need to facilitate the creation of campaign based market activities and drive sales follow up.

Key tasks and responsibilities

As a people manager, you are responsible for supporting the success of not only your direct reports, but the success of all employees within the larger team you are a part by helping to identify development opportunities and supporting team members to achieve their goals. You are expected to know about the members of your extended team and share insights with your peer managers. Look for opportunities to coach and recognize employees directly and provide just-in-time feedback so that employees can reflect on your input immediately.

  •  Responsible for building and leading a world class team that will sell SAP's solutions via aggressive and value-based market penetration strategies.
  • Recruits and maintains a team of high caliber sales talent, introduces strong sales processes, supports the development of a full pipeline of sales prospects, engages customers and Partners at the executive level, motivates the sales team, resolves conflicts, removes barriers and provides recognition in the pursuit and achievement of sales revenue and profitability.
  • Defines a vision and creates a best in class strategy that draws upon the strengths of SAP and responds to specific market needs, generating competitive advantage on existing markets and developing consistent new revenue streams that will guarantee short and long term achievements.
  • Develops and applies an in-depth understanding of SAP's processes/ procedures and sales tools/systems as well as enterprise market, including industry, marketplace, strategies and trends, competitors and challenging tactics to develop an effective long-term sales strategy and plan.
  • Demonstrates outstanding execution track along sales cycle, ensuring SAP's sales methodologies and common processes are in place and defining clear territory engagement guidelines.
  • Monitors and takes necessary measures to ensure adequate pipeline of opportunities and demand generations for sustainable growth. 
  • Utilizes a disciplined approach for successful solution selling (Value Centric Sales Approach), establishing and maintaining accurate, timely and documented sales revenue forecasting procedures, providing required updates to SAP executive management.
  • Ensures there is a proper business case with clear and attractive ROI impact, on each proposal SAP presents.
  • Further develops her/his existing network of executive relationships. Builds a network of executive relationships across industry, community and business groups, and with key partners and customers to stay current on issues impacting business and sales, providing meaningful strategic advice to retain and grow their business through integrated solutions.
  • Stays current and informed on all new campaigns, understanding their objectives and relevance, communicating to Sales team and ensuring all involved know the roles the play in making campaigns successful.
  • Supports the development of solid references.
  • Drives team towards expected market penetration and customers/partners satisfaction levels.
  • Takes advantage of internal VAT (Virtual Account Teams) as well as development and support organizations, involving them on the early stages of sales cycle and driving expected results.
  • Inspires and influences internal stakeholders, experts and other resources not under direct control, helping to remove obstacles and aiming goals achievement.
  • Drives each sales team member toward expected quarterly and annual sales objectives.
  • Facilitates alignment and effective communication within sales team and internal/external key partners/customers and promptly resolve any conflict to encourage harmonious and productive interaction.
  • Facilitates individual growth and development of Sales team, setting objectives, performance standards and priorities, coaching and acting as role model on sales approaches and account leadership.
  • Effectively manages remote resources, dedicating quality time and leveraging company's resources.

 Experience & Language Requirements

  • 10+ years of experience in sales of complex business software / IT solutions 
  • Proven track record in business application software sales.
  • Experience leading/managing in a team selling environment.
  • Demonstrated success with complex, long-cycle sales campaigns in a fast-paced, consultative and competitive market.
  • Experience in sales account AND territory management.
  • Demonstrate success negotiating complex contracts. 
  • Demonstrated knowledge on consultative selling methodologies
  • Proven abilities on managing highly complex organizations and applying risk-mitigation strategies to customer 
  • Business level English
  • Fluent Hungarian

 Education

  • Masters' degree or equivalent

 Quantitative Key Success Factors

  • Software License Revenue and Maintenance Revenue
  • Solution License Revenue 
  • Cloud Subscription Revenue
  • Linearity of revenue 
  • Forecast Accuracy
  • Pipeline Coverage / Pipeline multiple
  • Margin / Profitability / Operating Income
  • Average discount rate 
  • Customer Satisfaction

Other:

  • Number of deals 
  • Number of Directs meeting quarterly/annual quota 
  • Number of Directs attending Winner's Circle / Club
  • Percentage of opportunities identified and created
  • Percentage of opportunities co-selling with Field Sales
  • Number of opportunities closed with Inside Sales 
  • Percentage of opportunities closed to win
  • Percentage of opportunities where the Business Partner is engaged

 Qualitative Key Success Factors

  • Self-Development / Learning and Growth of team.  Team promotions. 
  • Activities demonstrating account / relationship management
  • Partner and 3rd Party Engagement
  • Opportunity engagement of Business Partners

Addtional Requirements

  • SAP Tool and Process:
  • Managing CRM
  • GAF Process
  • Pricing / QT
  • APM as a planning tool
  • Contract policies

Others:

  • Comply with all SAP personnel, sales, proposals and contract policies.
  • Comply with SAP Code of Conduct, local laws and regulations, as well as company's processes and procedures.
  • Comply in a timely manner with all travel and expense policies.

 Customer/Partner Interactions

External: 

  • Customers
  • Prospects
  • Strategic Partners
  • Volume Partners

Internal:

  • SAP Executive Management
  • AEs
  • Inside Sales 
  • Professional Services
  • Solution Engineers
  • Solution Advisors
  • Value Engineering 
  • Contracts & Finance
  • Marketing
  • Training
  • Product Development
  • Proposal Management Team

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.

Additional Locations


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