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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.

  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.  

Key Responsibilities & Tasks

As a people manager, the Commercial Sales Manager (CSM) is  responsible for supporting the success of not only your direct reports, but the success of all employees within the larger team you are a part by helping to identify development opportunities and supporting team members to achieve their goals.  You are expected to know about the members of your extended team and share insights with your peer managers.  You should look for opportunities to coach and recognize employees directly and provide just-in-time feedback so that employees can reflect on your input immediately.   You should develop and drive a sales culture and overachieves prime revenue targets

 

Sales Strategy
Communicates SAP's overall Commercial Sales Strategy to all stakeholders internally and externally
Identifies key areas (regional, industry segment, solution segment, etc.) of the Commercial Sales route-to-market which enables SAP's growth within assigned segment, territory and/or LoB
Prioritizes these areas according to market potential and develops actionable implementation plans in accordance with regional and local business requirements and ensures an ongoing review process in order to be able to timely react on competitive challenges and market dynamics
Drives implementation of processes for Lead Generation, Demand Generation and Deal Execution in conjunction with Marketing, eCenter Leaders, Commercial Sales Operations, Channel management, LOB/Solutions and other key stakeholders to insure overachievement of quarterly and annual sales quota

 

Build, Develop and Motivate the Team

Build and lead a world class Digital Sales Team that is responsible for driving SAP's revenue stream with partners in the General Business segment.  The team drives revenue with our Digital Sales Motion using Digital tools for Social, Video and Content. 
Manages and motivates a team, from new hires to seasoned professionals, to meet sales goals while also improving/increasing sales readiness.
Understand the importance of success as a team and coach and develop individuals to maximize each team member's results.
Set individual performance expectations, objectives, standards and priorities, providing development opportunities and training, and recognizing achievement of revenue, profitability and customer satisfaction goals. Provide on-going feedback for development and growth of individual team members.
Act a role model for the team and key stakeholders - sharing their passion for success, growing the business and bringing value to our customers.  Lead by example with use of proven digital sales techniques that drive revenue in their own deals.
Deliver incremental New Name customers and revenue to SAP
Fully aware of all levels of STEP program.  Provide guidance to CSE on development and coaching of sales skills.

 

Drive Revenue and Grow the Business
Develop and execute a competitive sales business plan to drive consistent revenue streams and achieve market growth goals.
Monitor success of Commercial Sales programs, evaluate results based on common targets and initiate enhancement of activities to drive SAP's growth targets.
Allocate appropriate resources and targets considering territory potential, coverage needs and channel capacity & capability; review resource allocation on a regular basis and adjust accordingly.
Conduct regular business review meetings, including forecast calls with senior management.   Conduct quarterly business reviews and drive improvement across MU, Team, Region.  Captures and shares best practices across the team, globally and regionally.
Review and manage the Commercial Sales pipeline for assigned area of responsibility to ensure attainment of Commercial Sales business unit targets and performance goals.
Develop, drive and implement sales initiatives and campaigns with marketing and other stakeholders to accelerate pipeline build and revenue conversion.

 

Relationship Management
Build and maintain business relationship with key management personnel and partners within the country to drive strategic priorities of the team.
Inspire and influence internal and external stakeholders, experts and other resources not under direct control, helping to remove obstacles and goal achievement, including the Executive Sponsorship of Must-Win Deals'.
Ensure successful roll out of programs and offerings in key markets in close cooperation with SAP's internal units, via partners and/or leveraging marketing events.
Share best practices across countries/regions/e-Centres through regular interaction.

 

Deal Support
Support Commercial Sales team in top deals / complex sales opportunities whenever high degrees of seniority, solution knowledge and knowledge of the overall strategy are required. 
Represent the business within the organization that require senior management attention and/or support.
Manage customer / partner escalations in a proactive and professional manner to maintain satisfaction levels and to secure future business

 

Experience and Qualification:

Minimum 8 years software /ACV Digital or Field Sales experience with deal closure responsibilities Minimum of 3 year Digital Sales or field/partner sales management experience, preferably in the enterprise software space. Sales coaching Mid-Market sales experience required, field sales experience is an advantage Experience working in a matrix or cross-functional organization and management of multiple stakeholders across the sales cycle an advantage Experience on Net New Name as well as IB Industry/Vertical-specific experience as appropriate Business level English: yes Bachelor equivalent and or Masters equivalent. 

 ​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: 426834  | Work Area: Sales  | Expected Travel: 0 - 10%  | Career Status: Management  | Employment Type: Regular Full Time   | Additional Locations: #LI-Hybrid

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