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Sales Team Lead
SAP
posted 11d ago
Job Role Insights
Flexible timing
Key skills for the job
Job Description
We help the world run better
What you'll do
Management responsibilities:
- Leading a local sales team.
- Report to the India MU as an acting sales manager and to the regional SAP BTM leadership team (APAC).
- Take responsibility for the SAP BTM business in India, the second largest MU in terms of SAP overall cloud revenue contribution in APAC. Our SAP BTM business in India is developing, and SAP BTM APAC is investing and supporting correctly to take the business to the expected level. Therefore, SAP BTM INDIA is receiving direct and close executive support from the RVP and Head of Strategy and Market Development for APAC.
- Align with India MU the senior leadership team to run the business fully integrated and sync between SAP BTM and the SAP MU priorities, efforts, strategy, tactics, and market development efforts.
- Manage and develop the SAP BTM local team aligned with the regional and global strategy and support.
Subscription Revenue:
- Annual Revenue - Achieve/exceed quota targets.
- Sales strategies - Develop effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships with new and existing customers and leverage them to drive strategy through the organization.
- 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.
- 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.
- Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references.
- 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.
Demand Generation, Pipeline and Opportunity Management
- Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
- Pipeline partnerships - Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.
- 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)
- Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
- Support all SAP promotions and events in the territory
Sales Excellence
- Strong approach to Value Selling.
- Maintain White Space analysis and execution of initiatives (upsell and cross-sell) on customer base.
- Orchestrate resources: deploy appropriate teams to execute winning sales. Create OneSAP.
- Utilize best practice sales models.
- Understand SAP s competition and effectively position solutions against them.
- Maintain CRM system with accurate customer and pipeline information.
- Demonstrates leadership skills in the orchestration of remote teams.
- Ensure account teams and Partners are well-versed in each account s strategy and well-positioned for all customer touchpoints and events. Maximize the value of all sales support organizations.
What you bring
- 15+ years of experience in sales of complex business software / IT solutions
- 5+ years of experience managing direct or indirect teams (people management experience)
- Strong understanding of business processes, enterprise applications, digital adoption, and industry business transformation
- Proven track record in business application software sales: big deals, value deals, customer long-term engagement strategy
- Experience in the lead role of a team-selling environment.
- Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative, and competitive market.
- Business level English: Fluent
- Local language: Fluent, Business Level
- Bachelor equivalent
- Master s in business administration desired
Meet your team
SAP Business Transformation Management (BTM) is a new solution area created to support our customer transformation journeys by aligning the four elements of transformation: Processes, Applications, People, and Data. SAP BTM was built by acquiring the following companies: Signavio (Processes), LeanIX (Enterprise Application Management), and WalkMe (People, Digital Adoption).
SAP BTM toolchain powered by AI provides proper support to the most critical SAP initiatives, such as Suite First, by aligning processes, applications, and people with business strategies, goals, and priorities. SAP BTM supports the clean core strategy and fit-to-standard exercises to get the best from our Cloud Solution portfolio (Cloud ERP (RISE GROW), Cloud LoBs) and maintain sustainable value realization.
The Senior Solution Sales Executive Team Lead (SSE TL) s primary responsibilities include strategy execution, prospecting, qualifying, selling, coaching, and closing new business to existing and net new customers. The SSE TL is a sales leader (acting sales manager) responsible for managing the local sales team and driving the execution within the MU. The SSE TL is also responsible for aligning with the additional SAP BTM teams in India MU, such as Marketing, Partner, Customer Advisory, Customer Success Partner, and Services dedicated to India MU.
Employment Type: Full Time, Permanent
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What people at SAP are saying
Sales Team Leader salary at SAP
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years exp.
₹0.1
L/yr - ₹0.1
L/yr
98%
less
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Flexible timing
Monday to Friday
No travel
Day Shift
SAP Benefits
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