General Sales Development Specialist

Key Objective of the Digital Demand Executive Role

The Sales Development Executive (SDE) is focused on generating new qualified pipeline of software license opportunities for customers and pass this to the Sales executives and partners to continue the sale as you find the next opportunity.

Key priorities:

• DG Plan execution - outbound campaigns (taking care of SAP GDPR guidelines)
• Inbound: Customer requests SAP contact (critical: SDE often is first SAP experience to customer)
• Keeping the “funnel moving” (SDEs own opportunities from phase F to D for qualifying / nurturing and then hand over qualified opportunities to AEs/MSEs)

Digital Demand Executive Role Characteristics

Main activities include:

• Executing the Demand Generation plan and delivering predictable inbound and outbound opportunities with linearity
• Focus on increased velocity through speed, volume and sales cycle with consistent qualification  
• Drive proactive outbound campaigns to net new contacts and follow-up incoming leads, to manage, nurture and qualify inbound leads to develop pipeline against a specific territory as defined by the business; nurture and convert them to high quality business opportunities
• Applying all digital sales techniques such as digital prospecting, video communication and social selling to qualify customer interests and generate leads
• Managing all leads that are generated by marketing, trials, and associated activities that drive leads into the sales organization. Once qualified, will manage leads through defined stages and convert them to opportunities before passing to the appropriate sales colleagues to drive the sales process to closure
• Execute joint partner campaigns with best practice sharing and influence partner to invest
• Ensure a Quality led handover to sales on agreed sales code based on operating level agreement together with a closed feedback loop
• Focus on delivering superior customer experience with increased quality leading to increased conversion
• Maintain all systems of record & provide full feedback in the same system before passing the opportunity or lead to sales or back to marketing.
• Present regular weekly/monthly/quarterly performance in accordance with Franchise Sales Best Practices

Key Areas of Responsibility and Tasks

Campaign Execution & Lead Management

Develop self-demand generation campaign calendar in conjunction with AEs and/or MSEs based on the needs of the territory, specialization and industry.  Review current pipeline trends to help

• define the campaign plans.  Additionally, work with Commercial Sales & Marketing, General Business & Marketing, COEs on the execution of sales plays
• Generate and qualify leads via digital prospecting, email campaigns, and calls
• Align with sales leadership and AE/MSE for most effective territory planning and execution, covering all routes to market
• Generate and qualify leads through different approaches (social influence, outbound email/call/video engagement, phone campaigns, email actions…aligned with marketing and sales
• Pass qualified opportunities to sales for sales stage execution
• Regularly review lead/opportunity pipeline and progression and run your business/franchise.
• Proactively give qualitative and quantitative feedback to Marketing on campaign effectiveness and performance for continuous improvement

Opportunity and Lead Nurturing

• Support follow up on ageing/stagnant leads and help to identify opportunities to re-energize back into an active sales cycles
• Data entry in CRM/Franchise Sales Process Execution
• Document all the campaign execution and lead/opportunity management activities using the adequate systems correctly based on Franchise Sales Process.
• Support weekly/monthly/quarterly performance reviews

Training & Enablement

• Participate in activities to enhance digital demand generation and product/solution skills
• Complete and qualify on all Level 1 enablement activities within 3 months and Level 2 activities in 12 months thru our Peak Performance Program
• Build-up a network of customers & potential references after deals closed

Competencies & Skills

• Proven success on developing and executing demand generation initiatives
• Proven ability to develop and leverage internal and external partner relationships
• Strong social selling/influence techniques and proven awareness of today’s latest techniques
• Excellent communication skills and ability to network within a client´s organization and access decision makers, preferably using Basho or similar approaches
• Understand client business needs and pain points
• Critical business judgment and comfort making recommendations to senior executives
• Must be a search affine and active in social media to generate leads, for example Twitter, blogging, LinkedIn Sales Navigator, etc.
• Good IT/ preferably business software knowledge, understanding of business processes and understanding of SAP solutions
• Strong in teamwork and ability to learn and adapt quickly and be an influencer
• Strong customer focus and interpersonal skills to serve as a trusted advisor

Capacity to listen actively and identify customer and peers’ priorities

Education & Qualifications

• Bachelor or equivalent business experience
• Native Japanese
• Fluent business English preferable
• Experience working in a cloud-based company a plus

Experience in fast paced, high volume work environment

TBD

​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: 409256  | Work Area: Sales  | Expected Travel: 0 - 10%  | Career Status: Professional  | Employment Type: Regular Full Time   | Additional Locations: #LI-Hybrid.