SAP Digital Sales Corporate Manager 

Portugal 

316101531

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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