SAP Corporate Sales Manager - Installed Base 

Germany, Baden-Württemberg 

997765203

Key Responsibilities & Tasks

Main Responsibilities:

Solution/ Industry specialized Business Development

• Aligns with PBMs on Partner Business Planning for the territory covered; Identifies potential partners to recruit to meet capacity requirements in collaboration with respective Channel Recruiting expert. Builds business case to present partner value proposition (including economic value prop)
• Responsible for creation, monitoring and review of Business Development activities around his/her solution- or industry- specialization area. Executes innovative approaches to generate business and executes either directly or via the team Participates and actions taking on responsibility for KPI achievement
• Supervises coaching of partner sales reps to interact with prospects in large or complex SW deals in his area of solution / industry expertise in order to position the value of the respective SW or industry solution as supported by ROI, business case development, references, and supporting analyst data. Takes on responsibility for a high conversion rate between pipeline to deal closure, Shortening of the sales process and improvement of win rate in order to achieve real volume business. Be an expert on the competition with their assigned industry and/or geography. Understand competitive threats (e.g., how to beat the competition).
• Drives deal closure in respective territories, especially with regard to participation of new partners that had no business with SAP in the territory before (even though they might be existing SAP partners).
• Enabling the partner to independently drive business with the following resources:
• Partner demand generation plan to build a business pipeline
• partner competency plan to ensure partner resources are trained on the latest solution and sales content

• Generally, will be focused on volume segment and ensure alignment with Indirect Channel Mgt (respective Partner Business Managers, Inside Partner Business Managers) and Inside Sales based on key channel economics. Where available will act in strong interrelationship / be co-located with similarly specialized sales roles (e g specialized AEs in Enterprise segment in regional centers of Expertise)
• Monitors the effective and appropriate use of SAP assets (i.e., Presales).
• Guides the reporting on sales progress throughout the year; identification of deviations from plans agreed and actively engaging in measures to deliver goals agreed to.

Leadership / People Development

• Leads and ensures measurable team results.
• Ensures that targets for individual team members are carefully adjusted to industry and solution potential.
• Ensures professional development by providing on the job coaching and access to SAP sales readiness offerings (e.g., trainings), resulting in high employee satisfaction and increased sales readiness for all individuals in his/her area of expertise (solid and dotted line).
• Manages productivity of all team members.
• Provides active coaching to improve performance.
• Initiates recruiting and drives evaluation process of new team members in the light of coverage needs.

Experience & Language Requirements

• Minimum 10 years of experience in sales at least 2 in sales management (Direct Sales and Channel Sales)
• Knowing or having successful experience in multi channel go to market models
• Understanding the principles of solution selling through and with Partners
• Min 3 - 5 years successful people management experience
• Industry Expertise
• Ability to create and deliver on strategic plans
• Local market knowledge and understanding
• Experience in SME/Volume territory Business
• Local market knowledge and understanding

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