General Business Sales Expert SAP

Main Responsibilities:

• Solution/ Industry specialized Business Development
• Aligns with PBMs on Partner Business Planning for the territory covered; Identifies potential partners to recruit to meet capacity requirements in collaboration with Channel Recruiting. Builds business case to present partner value proposition (including economic value prop)
• Responsible for creation, monitoring and review of Business Development activities around his/her solution- or industry- specialization area. Defines innovative approaches to generate business and executes either directly or via the team Participates in strategy formulation and drives core strategies and actions taking on responsibility for KPI achievement
• Coaches partner sales reps to interact with prospects in large or complex SW deals in his area of solution / industry expertise in order to position the value of the respective SW or industry solution as supported by ROI, business case development, references, and supporting analyst data. Responsible for a high conversion rate between pipeline to deal closure, shortening of the sales process and improvement of win rate in order to achieve real volume business. Be an expert on the competition with their assigned industry and/or geography. Understand competitive threats (e.g., how to beat the competition).
• Drives deal closure in respective territories, especially with regard to participation of new partners that had no business with SAP in the territory before (even though they might be existing SAP partners).
• Enabling the partner to independently drive business with the following resources:
• Partner demand generation plan to build a business pipeline
• partner competency plan to ensure partner resources are trained on the latest solution and sales content,
• partner resource utilization plan so partners have full access to and are utilizing SAP tools and methodologies
• presales coaching plan for existing and new partners
• Generally, will be focused on volume segment and ensure alignment with Indirect Channel Mgt (respective Partner Business Managers, Inside Partner Business Managers) and Inside Sales based on key channel economics. Where available will act in strong interrelationship / be co-located with similarly specialized sales roles (e g specialized AEs in Enterprise segment in regional centres of Expertise)
• Monitoring the effective and appropriate use of SAP assets (i.e., Presales).
• Guides the reporting on sales progress throughout the year; identification of deviations from plans agreed and actively engaging in measures to deliver goals agreed to.