Commercial Sales Senior Representative

We help the world run better

Our company culture is focused on helping our employees enable innovation by building breakthroughs together. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from. Apply now!

Key Responsibilities & Tasks

Sales Execution through effective Territory/ Account Management and Franchise Sales Process
The Commercial Sales 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.
Actively engage with the market by leveraging the Digital Sales Motion, which combines Social, Digital and Content tools to bring remarkable customer experiences to our customers. 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.
Communicate the sales and performance to goals regularly.
Update and maintain reporting tools such as CRM to ensure accurate pipeline management.
Serve as mentor for new CSE - sharing best practices on demand generation and sales execution across the team, region and globally

Focus Area - Develop deep solution understanding in designated product areas**
Generalist with sales bag that includes solutions from across SAP's portfolio with a focus on solutions where Commercial Sales is the primary route to market.
or  Solution specialization focused on selling only from a specialist sales bag: Applications, Analytics, HR, CEC, Database and Technology, Mobility, or other as defined by management.

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 Commercial Sales Manager (CSM), the CSE should improve her/his sales skills along various dimensions as defined in the SAP Commercial Sales STEP framework. CSE's are expected to actively work with their management to use the framework to build sales/deal closing and customer engagement skills.
CSE is 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 CSEs 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.

** NOTE: The level of decision making and judgment, complexity and scope and degree of autonomy in carrying out these responsibilities vary by role/level.
 

Experience & Language Requirements

• Minimum 5 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 ERP market for generalist CSE
• Knowledge of specified solution for specialist CSE
• Familiarity of the Mid-Market segment preferred
• Business level English: yes
• Business level local language: yes

Education

• Bachelor equivalent: yes
• Master equivalent: not required
• MBA / Ph.D: no
• Other (please specify): no

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: Careers@sap.com
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: 388822  | Work Area: Sales  | Expected Travel: 0 - 10%  | Career Status: Professional  | Employment Type: Regular Full Time   | Additional Locations: #LI-Hybrid.