SAP General Business Sales Executive Enterprise 

Japan, Ota 

171121852

About the role:

Accountability

• responsible for delivery of outcome of assigned sub projects
• works independently within given area of responsibility (within defined policies and processes)
• contributes to milestones

Complexity

• contributes and works on sub projects and activities with moderate level of complexity
• work is independent & collaborative in nature
• provides regular updates to manager or project manager on project status
• Decisions/solutions can essentially enhance existing systems & processes

Experience

• strong competence with various tools, procedures, programming languages used to accomplish the job

Communication

• builds collaborative work relationships with similar functions across SAP
• communicates clearly, in a way that others can understand within defined processes & policies
• communicates relevant messages in a timely manner and with constructive feedback to colleagues & managers

1. Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue.

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 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.

1.5. Territory and Account Leadership - Participate in the development of designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references.2. Demand Generation, Pipeline and Opportunity Management

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.

2.4. Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap. Collaborate with and support sales management on negotiation of close strategy and contracting.

2.5. Support all SAP promotions and events in the territory3. Sales Excellence
3.1. Understand best practice sales models. Work actively with more Senior Sales employees to develop sophistication in sales and negotiation skills.

3.2. Sell value.

3.3. Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.

3.4. Orchestrate resources: deploy appropriate teams to execute winning sales. Create OneSAP.

3.6. Maintain CRM system with accurate customer and pipeline information.
4. Leading a (Virtual) Account Team
4.1. Demonstrate coordination skills in the orchestration of remote teams. Develop leadership skills.

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 & Language Requirements

5+ years of experience in sales of complex business software / IT solutions

Proven track record in business application software sales. Experience in a team-selling environment.

Demonstrated success with sales campaigns in a fast-paced, consultative and competitive market.

営業経験：法人営業 5年 以上

【求める経験】 いずれかの経験。複数あれば尚可

• 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
• 社内・パートナーの多くの関係者を巻き込み、主体的に提案を行った経験

【求める人物像】

• 新規顧客開拓意欲のある方
• 社内外に対する円滑なコミュニケーションスキルがある方
• 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
• マネージャーの指示の元で、チームプレイヤーとして活動出来る方

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