Commercial Sales Sr. Representative

**What we offer**

**Commercial Sales**

Commercial Sales is responsible for Sales via digital media and via phone to both existing and new customers in the Lower Mid-Market segment. They build and manage a pipeline of Software License and Cloud opportunities and deliver incremental revenue through upselling and cross-selling efforts.

The core tasks include:
1.Connect digitally with the market (potential customers) to drive sales with SAP's Social, Digital and Content tools.

2.End-to-end responsibility for generating revenue in the Lower Mid-Market for a set of assigned accounts, including territory planning, pipeline development, and deal progress through to closure, for both existing and new customers.

3.Collaborate with an extended team of resources to assure successful territory management,
- with Marketing to cover the market and build a healthy pipeline,
- with Presales to deliver outstanding customer experiences, and
- with the Partner Business Managers to align our objectives with our partner ecosystem.

4.Extensive use of cutting edge Digital technologies to ensure compelling customer interactions.

5. Act as partners' single point of contact during sales cycle by bringing in other SAP resources, including pre-sales teams, as needed.

**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 SAPs 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

**WORK EXPERIENCE**
- Minimum 7 years experience in sales & indirect sales
- Profound knowledge in one or in several solution areas such as e.g. LoB, Mobility, In-Memory,
- ByDesign, BA&T, B One, BAiO, Cloud or in a certain industry
- Knowing or having successful experience in multi channel go to market models
- Understanding the principles of solution & cloud selling through Partners
- Knowledge and understanding of Indirect channel dynamics
- Knowledge of ERP market
- Local market knowledge and understanding
- Business level English: yes
- Business level local language: yes
**EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES**
- Bachelor equivalent: yes
- Master equivalent: yes
**We are SAP**

**Our inclusion promise**
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.

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.

Requisition ID:306910 | Work Area: Sales | Expected Travel: 0 - 10% | Career S