Digital Sales Corporate Manager jobs at Sap in Portugal

What you will do:

Your core responsibilities will be:

1. Leading the business analysts team
2. Establishing and managing the requirements lifecycle
3. Working closely with business units to understand their challenges
4. Work collaboratively with other technical leads on solution design
5. Help educate all stakeholders on our platform capabilities

You will report to the head of development & engineering for Digital Platforms within the Demand Generation organization of Corporate Processes and Information Technology (CP&IT).

What you bring:

You will evaluate business requirements and work with your team to propose a solution. You will create detailed designs for implementation.

You will communicate with all stakeholders to ensure we are part of a shared vision.

Core job requirements:

1. Minimum of five years of experience as a business analyst working on web based applications and services.
2. Deep experience with the website development lifecycle.
3. Background in web content management
4. Solid understanding of web security and compliance
5. To have a desire to keep learning and be creative.
6. Proficient communicating in English; secondary language is a plus but not required
7. Advanced knowledge of Generative AI, foundational models, LLMs, and

We build breakthroughs together

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The core tasks include:

• With Presales to deliver outstanding customer experiences, and with the Partner Business Managers to align our objectives with our partner ecosystem.
• Connect digitally with the market (potential customers) to drive sales with SAP's Social, Digital and Content tools.
• 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.
• 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.
• Extensive use of cutting edge Digital technologies to ensure compelling customer interactions.
• 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 closing transactions. 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 plan and performance to goals regularly with key stakeholders.
• Update and maintain reporting tools such as CRM to ensure accurate pipeline management.

• 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

• 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.

• Proactive Self Development
• On top of on-the job coaching provided by the Commercial Sales Manager (CSM), the CSE should improve her/his sales skills along various dimensions as defined in the SAP Commercial Sales STEP framework. CSE's are expected to actively work with their management to use the framework to build sales/deal closing and customer engagement skills.
• CSE are fully engaged in the STEP program and progressing thru the middle levels of the program - with proven proficiency
• Solution Certification is mandatory for all CSEs for their primary solution areas.
• Use SAP Career Success Center, Sales Academy and other resources as agreed upon with manager to gain additional skills that enhance productivity.

Experience and Education

Experience & Language Requirements

• Minimum 3 years' experience in Commercial Sales environment, as a Prime Quota carrier.
• Knowing or having successful experience in multi-channel go to market models
• Knowledge and understanding of Indirect channel dynamics
• Knowledge of ERP market for generalist CSE
• Knowledge of specified solution for specialist CSE
• Familiarity of the Mid Market segment preferred
• Business level English
• Business level Hungarian

Bachelor equivalent

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Job Segment:Pre-Sales, Cloud, ERP, Sales Rep, Sales, Technology

Sales Strategy

1. Communicates SAP’s overall Commercial Sales Strategy to all stakeholders internally and externally
2. In conjunction with Market Unit/Regional Digital Midmarket Sales Leaders, builds the strategy, models and designs features of the Digital Sales route-to-market for assigned Region to maximize business impact and increase scalability of the model while ensuring consistency and clear agreement on any market-necessary needs
3. Drives implementation of processes for Lead Generation, Demand Generation and Deal Execution in conjunction with Marketing, Digital Hub Leaders, Sales Operations, Partner management, LOB/Solutions and other key stakeholders to insure overachievement of quarterly and annual sales quota
4. Supports the evolution of the Digital Sales Strategy in alignment with the overall SAP GTM strategy, actively promoting the vision for Digital Sales becoming a self-sufficient route to market and the Centre of Excellence for Digital selling activities, providing incremental, predictable revenue, optimized coverage, agility, and lower cost of sale with a focus on solution specialization.
5. Links a vision and execution strategy to the Board / Managing Director direction. Inspires and motivates.
6. Brings thought leadership to market needs, generating competitive advantage on existing markets and developing new revenue streams.

Build, Develop and Motivate the Team

1. 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.
2. Manages and motivates a team, from new hires to seasoned professionals, to meet sales goals while also improving/increasing sales readiness.
3. Understand the importance of success as a team and coach and develop individuals to maximize each team member’s results.
4. 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.
5. 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.
6. Deliver incremental New Name customers and revenue to SAP
7. Collaborate with our partner eco system to maximise growth potential

Drive Revenue and Grow the Business

• Develop and execute a competitive sales business plan to drive consistent revenue streams and achieve market growth goals.
• Drive and execute on the Budgets assigned, with a consistent operational excellence
• 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 Pipeline management 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 teams and partners within the country to drive strategic priorities of the team.
• Inspire and influence internal and external stakeholders, experts and partners 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 teams.

Deal Support

• Support 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 & Educational Requirements

• 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
• Business level English: yes
• Business level local language: desireable

Professional Training & Certification

• Professional Sales methodology experience in Sandler, MEDDIC, Challenger etc desirable

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Job Segment:Cloud, Marketing Manager, ERP, Sales Management, Event Marketing, Technology, Marketing, Sales

Three reasons to intern at SAP

1. Culture of collaboration : Meet with mentors, make new friends across the globe and create a thriving personal network

2. Project-driven experience : Gain cross-functional skills from our virtual and in-person learning sessions, diverse subject matter experts, and project deliverables

3. Gain visibility : With SAP Internship Experience Program in your title, you’ll have a global network of SAP leaders, entrepreneurs and career development opportunities at your fingertips

What you’ll do:

Expected start date: April/May 2025*

Duration: 6 Months (with possibility of 6-month extension)

Schedule: 30-40 hrs/week

Office requirement: Candidate(s) will be required to work 3 days a week in an SAP office as per our Pledge to Flex return to office policy

In this role, you’ll:

The Digital Content Production Intern is responsible for writing and producing sales campaign emails/copy (we call them SPRINTS) that are executed using Outreach.io sequences. This role requires both strategic thinking and hands-on copywriting skills.

• A digital native with proven experience in copywriting and email communications.

• A storyteller and content creator with a knack for making technical material compelling, accessible and relevant to various target audiences.

• A multiplier; someone who goes beyond the job description to contribute strongly to others on a high performing team.

• A creative and critical thinker who thrives when experimenting and iterating to improve results.

• Adept at tailoring tone, content and framing of communications materials to best resonate with target audiences.

• Flexible, self-aware, highly motivated, and open to feedback.

• Sales email campaign copywriting.

• Coordinate and manage sales campaign content strategy and implementation.

• Coordinate and qualify incoming requests for new projects.

• Interface and collaborate with stakeholders and teams across the organization to execute on sales campaigns.

What You Bring:

• Education : Bachelors or Masters degree in a related field. Graduating Seniors/2nd Year Masters highly desirable.

  • Preferred Concentrations: English, Communication, Business Administration, etc

• Eligibility : Must be currently enrolled, or recently graduated (start date must be within 6 months of graduation date) from a coding academy/bootcamp, apprenticeship, associate, bachelor’s, master’s or JD/PhD program

• Ability to work well in a team as well as independently

• Ability and confidence to conduct research and self-educate on job related soft skills

• Possesses a positive self-motivated can-do attitude

• Effective time management and project management skills

• Knowledgeable in communications, content development, and social media

• Effective storytelling and copywriting/editing skills

*Start date subject to change depending upon recruitment timeline*

Atlanta

EXPECTATIONS AND TASKS

• A clear understanding of SAP’s transformation to an Enterprise Cloud technology company and its’ Value Proposition and Differentiation to the market as we accelerate towards the 2025 target objective
• Ensure quota attainment across industry and territory plan and ensure growth in all revenue streams across direct sales and other non-direct channels such as ecosystem
• Ability to execute within a portfolio organization and drive alignment against a full customer lifecycle value proposition with the distinction on the benefits of HXM within SAP’s portfolio
• Build a network of relationships with key customers and partners that can be leveraged to drive customer satisfaction, value realization, license consumption and budget attainment
• Possess people and general management skills to attract, hire, and retain, a diverse pool of agile and innovative candidates that meets the needs of the broader team mix and facilitate subsequent talent strategies.
• Align and drive the Live BETTER, Work BETTER, Celebrate BETTER culture created within the HXM organization.
• Assist account team in identification, pursuit, negotiation, closure, and implementation of new opportunities, overall business process improvement and field escalations
• Develop and share an effective internal network
• Drive close collaboration with the Alliances and ISV ecosystems while also leveraging the benefit of partnership with SAP’s IAE and CSS organization
• Provide coaching and account strategy support throughout sales cycle(s)
• Facilitate individual growth and development for direct team members

SKILLS AND COMPETENCIES

Within this broad experience framework, the ideal candidate will have demonstrated the following competencies:

• Results Orientation : The ideal candidate will identify and meet ambitious performance benchmarks, driving for results with a positive impact on SAP’s image and position in the enterprise software market on a consistent basis and under the full range of market and economic conditions.
• Influencing Skills : He/she, will be someone who invests in building relationships with others and uses the informal structure and culture of an organization to get things done. This individual will bring people together across organizational boundaries to achieve results as a team and share best practices. This person will also demonstrate the personal flexibility to adapt and compromise, when necessary, while actively contributing new innovative thinking to the broader organization.
• Team Leadership : The successful candidate will be responsible for building and mentoring a high-caliber team. He/she must be able to identify and fill any talent gaps and must mentor and develop team members so that there is a robust talent pipeline within the group. The individual must have demonstrated the capabilities to inspire and earn the respect of his/her people, and the interpersonal skills required to provide effective feedback, both positive and negative. They should be able to show they have implemented successful succession planning strategies and manage performance and development. Additionally, the ideal candidate is a sales leader who involves his team actively in establishing sales benchmarks, brainstorming strategies for success, and holding each other to a consistent standard of excellence.
• Customer Impact : The ideal candidate will leverage his/her knowledge of the customer’s perspective to anticipate requirements and to tailor competitive solutions. He/she will have demonstrated the ability to establish strong executive relationships at the senior-most levels in customer organizations leading to a demonstrable track record of increasing sales and partnership value creation. He/she will have the proven ability to influence, build rapport, and gain credibility with both business and technology executives.
• Market Knowledge : The ideal candidate will extend his/her contextual knowledge of the enterprise software market, understand market trends to ensure market share gains for SAP through strategic selling well enough to identify creative business solutions to customer problems, and identify emerging opportunities and maintain effective client relationship management.

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

This executive will have demonstrated his/her ability to aggressively grow a technology services or enterprise software business, as well as a focus on high-end solutions. This will be evidenced by not merely growing with the market but by leading an organization to profitably gain market share and grow faster than competitors. This individual should have a strong sales leadership background. The successful candidate will exude confidence, inspire teamwork and collaboration, and be seen as a good coach, mentor, and advocate.

• Experience and understanding of selling to Federal & Government Vertical
• Minimum of 6 years related business software sales experience.
• Minimum of 2 years management experience in a fast-paced, consultative, and competitive team-selling environment preferred
• Proven methodologies and plans for consistent pipeline development.
• Must have expertise in consultative selling methodologies
• Prior experience in business application software sales also required.

We win with inclusion

Due to the nature of the role, which involves global interactions with SAP entities, as well as with employees and stakeholders in Canada, functional proficiency in English is required for positions based in the Quebec.