PURPOSE AND OBJECTIVES
EXPECTATIONS AND TASKS
- Sets vision and strategy for the sales team; develop specific territory plans to ensure growth in all revenue streams
- Participate in recruiting, Performance Management, 1 to 1 training, and coaching of the Solution Sales Executives. Drives the general professional development and career development of the agents within the team.
- Manage the sales pipeline in a proactive manner to ensure attainment of the individual and group contributions to the established goals.
- Builds a network of executive relationships with key customers and partners that can be leveraged
- Provide thought leadership in discussing and communicating company strategy with the virtual account team
- Work collaboratively with other internal teams within SAP; Industry Sales teams, Marketing, Development, Center of Excellence, Solution Advisory, etc.
- Create a process and/or assist account team in identification, pursuit, negotiation, closure and implementation of new opportunities
- Develop and cultivate an effective internal network
- Conduct strategic account reviews with team members and virtual team
- Manage territory coverage, account assignment, and quota modeling for the team
- Provide coaching and account strategy support throughout sales cycle(s)
- Facilitate individual growth and development
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES
Bachelor’s degree required. Advanced degree preferred.
- Minimum 5 years’ experience selling software solutions/SaaS
- Ideal candidate with be a natural leader, with a passion of building teams – hiring, coaching
- BTP or PaaS sales experience strongly desired
- Leadership experience within sales / presales / CSD/CSP / value engineering a plus
- Experience running stand-alone LOB/overlay sales cycles required
- Ability to represent SAP as an executive sponsor via technical and business knowledge
- Deep knowledge of business operations – territory planning, sales forecasting, SW sales QBRs, forecast calls, sales tools
- Deep knowledge of technology software demand generation process
- Ideal candidate is closely aligned to the SAP BTP partner ecosystem and has experience positioning and selling our BTP solution extension (SOLEX) product sets
- Strong communication skills are essential
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San Jose
Palo AltoJob Segment:Sales Management, ERP, Cloud, Executive, VP, Sales, Technology, Management