Share this Job

Inside Sales Manager, Middle East South Job

Apply now »

Date: May 23, 2019

City: Cairo, C, EG

Company: SAP

Requisition ID:196333
Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time
Career Level: T4PM
Recruiter Name: Tania AL SEMAANI

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.

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.

 

To support you in this responsibility you can view relevant information via Success Map for your entire organization. This business execution tool supports you in leading the success of your organization by providing you with information to guide your direct reports in following through with their responsibilities. Act as a role model by coaching and recognizing your direct reports and providing just-in-time feedback and expecting the same of your direct reports.

 

Sales Strategy

  • In conjunction with Inside Sales Leaders, builds the strategy, models and designs features of the Inside Sales route-to-market for assigned Region and its Market Unit in order to maximize business impact and increase scalability of the model while ensuring consistency and clear agreement on any market-necessary exceptions
  • Supports the evolution of the Inside Sales Strategy in alignment with the overall SAP GTM strategy, actively promoting the vision for Inside Sales becoming a self-sufficient route to market and the Centre of Excellence for remote selling activities, providing incremental, predictable revenue, optimized coverage, agility, and lower cost of sale with a focus on solution specialization.
  • Creates and communicates SAP’s overall Inside Sales Strategy to all key executive stakeholders internally and externally
  • Identifies key areas (regional, industry segment, etc.) of the Inside Sales channel which will enable SAP’s growth in the key Enterprise and Volume segments
  • Prioritizes these areas according to market potential and develops actionable implementation plans in accordance with regional and local business requirements and ensures an ongoing review process in order to be able to timely react on competitive challenges and market dynamics
  • Streamlines and clearly defines the process of Lead Generation, Demand Generation and Deal Execution in conjunction with Field Sales, Marketing, eCentre Leaders, Inside Sales Innovation and Optimization team, Inside Sales Operations, Channel, Solutions and other key stakeholders as required
  • Acts as business sponsor for Inside Sales strategic programs and projects as requested

    Sales Management
  • Responsible for coverage and execution of entire territory in Middle East South region, top deal status review, forecast on revenue and net new names by customer segment, RTM (direct vs. indirect), education and consulting and other dimensions.
  • Promotes an effective approach to improve the Inside sales channel in his territory taking the regional / local flavor into account. This includes the definition of appropriate processes, systems and tools.
  • Oversees the fulfillment of key sales KPIs (quota, budget, channel mix, mix of target and territory account business) on a regional / MU level
  • Manages and drives sales execution according to business targets in order to significantly contribute to SAP ambitious growth and acquisition of new customers in Key, Enterprise and Volume segments
  • Review of top deal status, account-  and opportunities plans for key deals requiring senior management support
  • Promotes appropriate involvement of partners in sales cycles for target and territory accounts in order to drive aspired indirect SW license revenue target and achieve target profitability within assigned territory(ies)
  • Drive Services revenue through Education Revenue and Services Bookings targets.
  • Coordinates the Inside Sales activities with broader sales, marketing and solution initiatives to ensure alignment and integration with SAPs global strategy
  • Monitors execution of activities across regions and key countries, identifies risks and defines / implements activities to prevent critical situations.

    Pipeline and Demand Management
  • Accountable for managing the Inside Sales pipeline to ensure attainment of Inside Sales business unit targets and performance goals
  • Ensures healthy license pipeline is in place for assigned Region
  • Engaged in design of Demand Generation activities jointly with Inside Marketing and Inside Sales Innovation and Optimization team and regularly reviews both the Services and SW license revenue pipeline, consolidates and communicates Services and SW pipeline progression and revenue forecast to Services, TSM and/or MU leader
  • Develops, drives and implements sales initiatives and campaigns with Marketing and eCentre Leaders in order to accelerate pipeline build and revenue conversion following Inside Sales requirements

     

    Territory Planning

  • Creates, monitors and reviews the overall Sales Strategy for the Region/MU in close collaboration with Field Sales and Solution Management while promoting Inside Sales as a self-sufficient route to market.
  • Ensures sales territories are defined and accounts are allocated (target acquisition accts, territory acquisition accts, installed base); reviews performance on a regular base and requests adjustments necessary
  • Allocates appropriate resources (ISE’s, Presales, etc.) and targets in the light of territory potential, coverage needs and channel capacity & capability; reviews resource allocation on a regular basis and adjusts accordingly
  • Drives territory planning for each territory via the ISM’s and in alignment with Field and Services Sales and Solution Management on a regular basis
  • Conducts regular business review meetings or forecast calls
  • Provides feedback to executive Field, Services and Solution Management on engagement level with Inside Sales Team

     

    Relationship Management

  • Plans, builds and maintains strong business relationships with key strategic customers/partners and executives on a global and regional level to help drive Inside Sales strategic priorities
  • Ensures successful roll out of programs and offerings in key markets in close cooperation with SAP’s internal units, via partners and/or leveraging marketing events
  • Monitors success of Inside Sales programs and offerings on global and regional level, evaluates results based on common targets and initiate enhancement of activities in order to drive SAP’s growth targets
     

    Deal Support / Escalation Management

  • Supports Inside Sales team in top deals / complex sales opportunities whenever high degrees of seniority, industry knowledge and knowledge of the overall strategy are required
  • Handles issues within the organization that require senior management attention
  • Manages customer / partner escalations in a proactive and professional manner in order to maintain satisfaction levels and to secure future business
  • Ensures timely roll-in of customers’ requirements regarding necessary advancements of Solutions, Processes, Systems and Tools

     

    Leadership / People Development

  • Drives in conjunction with Inside Sales Innovation and Optimization and eCenter trainers, the execution of ongoing training and coaching programs to ensure high level of expertise and effectiveness, high employee satisfaction and increased sales readiness for all individuals in his territory
  • Drives business and operational change within the team to drive highest levels of employee satisfaction
  • Initiates recruiting and drives evaluation process of new team members in the light of coverage needs
  • Oversees and is accountable for the recruitment, development and management of the Inside Sales Business Unit
  • Manages and motivates the team to meet goals and to introduce innovative strategies for successful coverage.

    Experience & Language Requirements
  • 15+ years software Inside or Field Sales experience with deal closure responsibilities
  • 8+ year Inside Sales management experience, preferably in the enterprise software space
  • Sales coaching
  • Industry/Vertical-specific experience as appropriate

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


Job Segment: Sales Management, ERP, Consulting, Field Sales, Sales, Technology