SAP Commercial Sales Senior Representative 

Japan, Ota 

462928167

Key Responsibilities & Tasks

Sales Execution through effective Territory/ Account Management and Franchise Sales ProcessCommunicate the sales and performance to goals regularly.
Update and maintain reporting tools such as CRM to ensure accurate pipeline management.

Focus Area - Develop deep solution understanding in designated product areas**
Generalist with sales bag that includes solutions from across SAP's portfolio with a focus on solutions where Commercial Sales is the primary route to market.
or Solution specialization focused on selling only from a specialist sales bag: Applications, Analytics, HR, CEC, Database and Technology, Mobility, or other as defined by management.

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.
Capture and share digital sales and sales management process across the team

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 is fully aware and engaged in the STEP program and progressing thru the middle to end of the program - Levels 3 to 6 expanding on their sales skills. 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.

** NOTE: The level of decision making and judgment, complexity and scope and degree of autonomy in carrying out these responsibilities vary by role/level.

Experience & Language Requirements

• Minimum 5 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: yes
• Business level local language: yes

Education

• Bachelor equivalent: yes
• Master equivalent: not required
• MBA / Ph.D: no
• Other (please specify): no

Job Segment:ERP, Cloud, Sales Rep, Database, MBA, Technology, Sales, Management