SAP Senior General Business Sales Executive 

Colombia, Valle del Cauca, Cabecera Municipal Cartago 

587118862

EXPECTATIONS AND TASKS

• Solution/ Industry specialized Business Development
• Aligns with PBMs on Partner Business Planning for the territory covered; identifies opportunities for further growth in the territory and becomes active, in collaboration with other GPO sales areas (PBMs, Inside Sales, etc.).
• Responsible for creation, monitoring and review of business development activities around the solution- or industry- specialization area. Defines innovative approaches to generate business and executes either directly or via the partner-sales teams. Drives core strategies and actions to ensure KPI achievement.
• Prospect, qualify, and generate leads of mid-sized companies within the assigned territory
• Conduct discovery calls and meetings to understand client needs, pain points, and business objectives
• Collaborate with internal teams to create customized solutions and proposals tailored to clients' requirements
• Deliver compelling sales presentations and product demonstrations to showcase the value of our offerings
• Negotiate and close deals, ensuring revenue and sales targets are met or exceeded
• Maintain accurate and updated sales records, forecasts, and pipeline through CRM software

• Coaches 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. Ensures high conversion rate from 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 by inserting him-/herself in big and complex opportunities of partners assigned. Balances his direct / indirect activities in order to maximize the revenue in the territory assigned.
• Enables partners to independently drive business
• 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)
• Monitoring the effective and appropriate use of SAP assets (i.e., Presales) by partners.
• Reporting on sales progress throughout the year; identification of deviations from plans agreed and actively engaging in measures to deliver goals agreed to.

WORK EXPERIENCE

• Minimum 7 years' experience in sales & indirect sales
• Profound knowledge in one or in several solution areas such as e.g. LoB, Mobility, In-Memory,
• S4 HANA Coud solutions, ByDesign, BA&T, B One, BAiO, Cloud or in a certain industry
• Knowing or having successful experience in multi-channel go to market models
• Understanding the principles of solution & cloud selling through Partners
• Knowledge and understanding of Indirect channel dynamics
• Knowledge of ERP market
• Local market knowledge and understanding
• Business level English: yes
• Business level local language: yes

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