SAP General Sales Development Specialist 

Japan, Ota 

380176160

Key priorities:

• DG Plan execution - outbound campaigns (taking care of SAP GDPR guidelines)
• Inbound: Customer requests SAP contact (critical: SDE often is first SAP experience to customer)
• Keeping the “funnel moving” (SDEs own opportunities from phase F to D for qualifying / nurturing and then hand over qualified opportunities to AEs/MSEs)

Digital Demand Executive Role Characteristics

Main activities include:

• Executing the Demand Generation plan and delivering predictable inbound and outbound opportunities with linearity
• Focus on increased velocity through speed, volume and sales cycle with consistent qualification
• Drive proactive outbound campaigns to net new contacts and follow-up incoming leads, to manage, nurture and qualify inbound leads to develop pipeline against a specific territory as defined by the business; nurture and convert them to high quality business opportunities
• Applying all digital sales techniques such as digital prospecting, video communication and social selling to qualify customer interests and generate leads
• Managing all leads that are generated by marketing, trials, and associated activities that drive leads into the sales organization. Once qualified, will manage leads through defined stages and convert them to opportunities before passing to the appropriate sales colleagues to drive the sales process to closure
• Execute joint partner campaigns with best practice sharing and influence partner to invest
• Ensure a Quality led handover to sales on agreed sales code based on operating level agreement together with a closed feedback loop
• Focus on delivering superior customer experience with increased quality leading to increased conversion
• Maintain all systems of record & provide full feedback in the same system before passing the opportunity or lead to sales or back to marketing.
• Present regular weekly/monthly/quarterly performance in accordance with Franchise Sales Best Practices

Key Areas of Responsibility and Tasks

Campaign Execution & Lead Management

Develop self-demand generation campaign calendar in conjunction with AEs and/or MSEs based on the needs of the territory, specialization and industry. Review current pipeline trends to help

• define the campaign plans. Additionally, work with Commercial Sales & Marketing, General Business & Marketing, COEs on the execution of sales plays
• Generate and qualify leads via digital prospecting, email campaigns, and calls
• Align with sales leadership and AE/MSE for most effective territory planning and execution, covering all routes to market
• Generate and qualify leads through different approaches (social influence, outbound email/call/video engagement, phone campaigns, email actions…aligned with marketing and sales
• Pass qualified opportunities to sales for sales stage execution
• Regularly review lead/opportunity pipeline and progression and run your business/franchise.
• Proactively give qualitative and quantitative feedback to Marketing on campaign effectiveness and performance for continuous improvement

Opportunity and Lead Nurturing

• Support follow up on ageing/stagnant leads and help to identify opportunities to re-energize back into an active sales cycles
• Data entry in CRM/Franchise Sales Process Execution
• Document all the campaign execution and lead/opportunity management activities using the adequate systems correctly based on Franchise Sales Process.
• Support weekly/monthly/quarterly performance reviews

Training & Enablement

• Participate in activities to enhance digital demand generation and product/solution skills
• Complete and qualify on all Level 1 enablement activities within 3 months and Level 2 activities in 12 months thru our Peak Performance Program
• Build-up a network of customers & potential references after deals closed

Competencies & Skills

• Proven success on developing and executing demand generation initiatives
• Proven ability to develop and leverage internal and external partner relationships
• Strong social selling/influence techniques and proven awareness of today’s latest techniques
• Excellent communication skills and ability to network within a client´s organization and access decision makers, preferably using Basho or similar approaches
• Understand client business needs and pain points
• Critical business judgment and comfort making recommendations to senior executives
• Must be a search affine and active in social media to generate leads, for example Twitter, blogging, LinkedIn Sales Navigator, etc.
• Good IT/ preferably business software knowledge, understanding of business processes and understanding of SAP solutions
• Strong in teamwork and ability to learn and adapt quickly and be an influencer
• Strong customer focus and interpersonal skills to serve as a trusted advisor

Education & Qualifications

• Bachelor or equivalent business experience
• Native Japanese
• Fluent business English preferable
• Experience working in a cloud-based company a plus

Experience in fast paced, high volume work environment

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