SAP Senior General Business Sales Executive 

Japan, Ota 

892875541

About the role:

Accountability

• responsible for delivery of outcome of assigned projects or areas of responsibility
• internally recognized senior on complex technical and business matters
• works on large, complex activities, using demonstrated creativity and expertise and applying specialist professional knowledge to deliver high quality results / technical solutions
• collaborates in devising long-term concepts
• may include team lead or supervisory responsibilities

Complexity

• contributes independently, resolves complex issues in own specialist area (e.g. cross-functional or cross-country projects)
• works independently on topics while setting priorities having sole responsibility
• provides regular project status and updates
• decisions/solutions can enhance essentially current and future design and strategy
• enhance complex systems & processes

Experience

• advanced technical or business skills and special knowledge in one / several areas
• individuals with a customer focus have developed the acumen to cultivate and develop lasting customer relations
• typically several years experience with increasing amount of responsibility

Communication

• builds and maintains partnerships with internal and external customers and partners
• contributes actively to build common ground for cooperation
• communicates clear and conveying processes & policies in a way that others can understand
• communicates relevant messages in a timely manner and with constructive feedback to cross functional colleagues & managers

1.1. Annual Revenue - Achieve / exceed quota targets.
1.2. Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organization.
1.3. Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
1.4. Customer Acumen - Actively understand each customer's technology footprint, strategic growth plans, technology strategy and competitive landscape. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
1.5. Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references.
1.6. Business Planning - Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Utilize VE, benchmarking and ROI data to support the customer's decision process.
2.1. Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
2.2. Pipeline partnerships - Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.
2.3. Leverage SAP Solutions - Be proficient in and bring all SAP offers to bear on sales pursuits including Industry Solutions, LOB solutions (CRM, SCM, HCM, SRM et. al) and technology solutions (Business Analytics, Mobility, Database and Technology, et. al)
2.4. Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
2.5. Support all SAP promotions and events in the territory
3.1. Sell value.
3.2. Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
3.3. Orchestrate resources: deploy appropriate teams to execute winning sales. Create OneSAP.
3.4. Utilize best practice sales models.
3.5. Understand SAP's competition and effectively position solutions against them.
3.6. Maintain CRM system with accurate customer and pipeline information.
4.1. Demonstrates leadership skills in the orchestration of remote teams.
4.2. Ensure account teams and Partners are well versed in each account's strategy and well positioned for all customer touch points and events. Maximize the value of all sales support organizations.

Experience in lead role of a team-selling environment.
Education
Bachelor equivalent: yes

営業経験：法人営業 10年 以上

【求める経験】

• エンタープライズソフトウェアのプリセールス・コンサルティング経験
• エンタープライズソフトウェアの販売経験
• アカウントプランニング、テリトリープランニングの作成、活動経験
• 大規模SIプロジェクト提案経験

【求める人物像】

• 新規顧客開拓意欲のある方

お客様の経営課題や業務課題を理解するために、自ら学ぶ意思のある方

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