SAP MEE Digital Sales Development Manager 

Spain, Catalonia 

204352163

Key Responsibilities and Tasks

The Sales Development Manager management goals are:
1. To produce high quality pipeline with a high conversion rate to bookings for the target business segment.
2. To develop SDE talent into the future Account Executives
3. To operate with excellence, taking data-driven business decisions to optimize Demand Generation tactics, and running an operating model with rock solid business process execution.

Your responsibilities include:

1. Sales Strategy:
• Communicates SAP's overall Sales & Marketing Strategy to all stakeholders internally and externally
• Identifies key areas (regional, industry segment, solution segment, etc.) of the Inside 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 feasible 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
• Ensures implementation of processes for Lead Generation, Demand Generation and Deal Execution in conjunction with Field Sales, Marketing, Digital Hub Leaders, Sales Innovation and Optimization team, Sales Operations, Channel, Solutions and other key stakeholders as required
2. Sales Management:
• Responsible for coverage and execution of entire territory incl. quota, top deal status review, forecast on revenue and net new names by customer segment, routes to market (direct vs. indirect), education and consulting where assigned and other dimensions as assigned
• Promotes an effective approach to improve the Inside Sales route-to-market in assigned territory taking the regional / local market dynamics into account
• Oversees and is accountable for the recruitment, development and management of the Sales Development Executives (SDE) and assigning appropriate territory & focus areas where needed.
Oversees the fulfilment of key sales KPIs (quota, budget, channel mix, mix of target and territory account business) on a regional / MU level
• Accountable for managing the SDEs pipeline to ensure attainment of Inside Sales business unit targets and performance goals
• Manages and drives sales execution according to business targets in order to significantly contribute to SAP ambitious growth and acquisition of new customers in the area assigned Review of top deal status, account- and opportunities plans for key deals requiring senior management support
• Promotes appropriate involvement of partners in sales cycles for target and territory accounts in order to drive aspired indirect revenue target and achieve target profitability within assigned territory(ies)
• Coordinates the SDEs sales activities with broader sales, marketing and solution initiatives to ensure this is part of an integrated sales approach
• Monitors execution of activities, identifies risks and defines / implements activities to prevent critical situations
3. Pipeline and Demand Management:
• Ensures healthy pipeline is in place for assigned area of responsibility: designs Demand Generation activities jointly the regional SAP leadership, as well as their peer Demand Management leaders (Marketing, Go-To-Market, Partner and Eco-system)
• Regularly reviews the pipeline, consolidates and communicates pipeline progression and revenue forecast to Channel Head and/or MU leader and other key stakeholders as required.
4. Territory / Account Planning:
• Ensures sales territories are defined and accounts are allocated, reviews performance on a regular base and requests adjustments necessary.
• Allocates appropriate resources and targets in the light of territory potential, coverage needs and channel capacity & capability; reviews resource allocation on a regular basis and adjusts accordingly.
• Conducts regular business review meetings or forecast calls.

Campaign Execution & Lead Management:

1. Relationship Management
• Plans, builds and maintains strong business relationships with key strategic customers, partners and executives on a regional and local level to help drive target business segment Sales strategic priorities
• Ensures 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
• Monitors success of target business segment Sales programs and offerings, evaluates results based on common targets and initiates enhancement of activities in order to drive SAP's growth targets
2. Deal Support / Escalation Management
• Supports target business segment Sales team in top deals / complex sales opportunities whenever high degrees of seniority, industry knowledge and knowledge of the overall strategy are required
• Handles issues within the organization that require management attention
• Ensures timely roll-in of customers' requirements regarding necessary advancements of Solutions, Processes, Systems and Tools
3. Leadership / People Development
• Drives the execution of ongoing training and coaching programs to ensure high level of expertise and effectiveness, high employee satisfaction and increased sales readiness for all individuals in assigned territory
• Drives business and operational change within the team to drive highest levels of employee satisfaction
• Initiates recruiting and drives evaluation process of new team members in the light of coverage needs
• Manages and motivates the team to meet goals and to introduce innovative strategies for successful coverage
• Manages productivity of all team members

Experience and Language Requirements

• Minimum 10 years of experience in Demand Generation or Inside Sales environment
• Preferably Digital (Remote) Experience, specifically in high volume of customer facing experience, phone-centric work
• High volume activity working environments, involving phone and a CRM/ Contact Management System
• Education/training on people management, human resources, coaching, or related field
• Passion for leading people and at least 1 year of previous experience leading people as Team Leader or Manager in hybrid/remote working environments

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