General Business Sales Executive (Enterprise Sales)

 We help the world run better

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. 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.

About the role: 

Accountability

• responsible for delivery of outcome of assigned sub projects
• works independently within given area of responsibility (within defined policies and processes)
• contributes to milestones

Complexity

• contributes and works on sub projects and activities with moderate level of complexity
• work is independent & collaborative in nature
• provides regular updates to manager or project manager on project status
• Decisions/solutions can essentially enhance existing systems & processes

Experience

• strong competence with various tools, procedures, programming languages used to accomplish the job

Communication

• builds collaborative work relationships with similar functions across SAP
• communicates clearly, in a way that others can understand within defined processes & policies
• communicates relevant messages in a timely manner and with constructive feedback to colleagues & managers 

1. Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue.  

1.1. Annual Revenue - Achieve / exceed quota targets.

1.2. Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organization.

1.3. Trusted advisor - Establishes relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.

1.4. Customer Acumen - Actively understand each customer's technology footprint, strategic growth plans, technology strategy and competitive landscape. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.

1.5. Territory and Account Leadership - Participate in the development of designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references.

2. Demand Generation, Pipeline and Opportunity Management
 

2.1. Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.

 2.2. Pipeline partnerships - Leverage support organizations including Marketing, inside sales, Partners and channels to funnel pipeline into the assigned territory.

2.3. Leverage SAP Solutions - Be proficient in and bring all SAP offers to bear on sales pursuits including Industry Solutions, LOB solutions (CRM, SCM, HCM, SRM et. al) and technology solutions (Business Analytics, Mobility, Database and Technology, et. al)

2.4. Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap. Collaborate with and support sales management on negotiation of close strategy and contracting.

2.5. Support all SAP promotions and events in the territory

3. Sales Excellence
3.1. Understand best practice sales models. Work actively with more Senior Sales employees to develop sophistication in sales and negotiation skills.

3.2. Sell value.

3.3. Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.

3.4. Orchestrate resources: deploy appropriate teams to execute winning sales. Create OneSAP.

3.5. Understand SAP's competition and effectively position solutions against them.

3.6. Maintain CRM system with accurate customer and pipeline information.

4. Leading a (Virtual) Account Team
4.1. Demonstrate coordination skills in the orchestration of remote teams. Develop leadership skills.

4.2. Ensure account teams and Partners are well versed in each account's strategy and well positioned for all customer touch points and events. Maximize the value of all sales support organizations.

Experience & Language Requirements
 

5+ years of experience in sales of complex business software / IT solutions

Proven track record in business application software sales. Experience in a team-selling environment.

Demonstrated success with sales campaigns in a fast-paced, consultative and competitive market.

Business level English: Fluent

Local language: Fluent, Business Level
Education Bachelor equivalent: yes

Enterpriseが求める人材

職務内容：ERPを中心とするクラウド製品の新規販売と既存顧客への追加契約を主体的に行う業務です。

一人当たり、50-100社のアカウントを担当し、電話営業部門、マーケティング、プリセールス、製品専門部隊と連携し、ハイタッチで顧客アプローチを行い、SAPパートナーと協業で市場を開拓していただきます。

英語：TOEIC600点以上(今後、英語力を伸ばす意思は必要）

営業経験：法人営業 5年 以上

【求める経験】 いずれかの経験。複数あれば尚可

• エンタープライズソフトウェアのプリセールス・コンサルティング経験
• エンタープライズソフトウェアの販売経験
• アカウントプランニング、テリトリープランニングの作成、活動経験
• 大規模SIプロジェクト提案経験
• 社内・パートナーの多くの関係者を巻き込み、主体的に提案を行った経験

【求める人物像】

• 新規顧客開拓意欲のある方
• 社内外に対する円滑なコミュニケーションスキルがある方
• お客様の経営課題や業務課題を理解するために、自ら学ぶ意思のある方
• マネージャーの指示の元で、チームプレイヤーとして活動出来る方

勤務地：東京

​Bring out your best

SAP innovations help more than four hundred thousand 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 two hundred million users and more than one hundred thousand 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, you can bring out your best.

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: 405438  | Work Area: Sales  | Expected Travel: 0 - 10%  | Career Status: Professional  | Employment Type: Regular Full Time   | Additional Locations: #LI-Hybrid.