Sales Development Executives Manager for Uki

hace 1 semana

Barcelona, Barcelona, España SAP A tiempo completo

We help the world run better

Position Purpose

The purpose of the Sales Development Executive (SDE) organization is to impact the Midmarket Cloud revenue by generating an incremental world class cloud sales pipeline turning into closed business.


Summary

  • Overall, your role as the SDE Manager is to inspire, drive and coach, a team of 78 SDEs & PSDEs to deliver world class cloud pipeline. Your business success will be measured on the value of won (P)SDE sourced business and the volume of incremental pipeline generated.
  • Following the growth in number of resources, you will be leading a team composed of diverse high potential profiles, covering UKI market.
  • The UKI SDE organization has a very strong track record, and you will be seeking for optimizing the team structure and execution in order to bring the team to the next level.
  • To be successful in this role, you must be passionate about leading and guiding a team of young talents to be set for success and be highly interested in Demand Generation. This is a demanding and highly rewarding role that will suit a bold, empathetic, and dynamic leader.

The Key Pillars of this role are:

1. People Management

  • Our team members development is our priority, so you will have a strong focus on hiring and developing the best talents by shaping their careers, so they are set for success.
  • Within the SDE Career Plan (average 24 months) you will be responsible for a vital SAP sales talent flow as on a yearly basis around 30% of our EMEA-N organization is promoted to his next career step withing the SAP Mid-Market sales organization.
  • You support the personal development plan of your team members with regular SAP talks and leveraging our official SAP learning program (Black Belt, Basho, SPIN, Digital academy, LOB certifications ).
  • Working closely with our Sales Coach you will best understand the coaching needs of your SDEs.
  • Proactive Performance Management is essential for ensuring a high standard of energy, activity and results are maintained.
  • You are aiming for Sales excellence and you are accountable for your team performance measured in Won business, Pipeline creation both in value and volume
  • Create a culture of belonging for all our people by ensuring they find enjoyment in what they do, reinforce the sense of belonging, (mainly remotely) and that they can express themselves in a safe environment.
  • Have experience of encouraging fun team moments, celebrating wins and successes, keeping the approach fresh and inspiring your direct reports to go above and beyond.

2. Data driven

  • Our work is 100% data driven, and the sales target achievement is your main business KPI.
  • You will be responsible to transform data into sales leveraging SAP's tools (CMI, internal reports) and platforms (LinkedIn, Crystal ball, Outreach among others) along with our Business Analysts and the UKI Demand Planner.
  • You will leverage market and business insights and analyze customer behaviors to help the team focus on most relevant customers which we can help run their business at their best.
  • You feel comfortable into having pipeline creation and pipeline nurturing discussions on a weekly basis while ensuring a perfect handover activity from the SDEs to sales.
  • You will forecast quarterly results and report on the progress regularly to the EMEA North SDE Director and other Senior Management in UKI and EMEA North.

3. Creative digital leader

  • Our objective is to create a memorable impact with our customers leveraging our team's creativity using digital tools offered available to them.
  • You will also contribute to have the team infusing innovation in their daily activities to positively influence customers, partners and our sales organization.
  • You foster and create new best practices for your team and proactively share them with the other organizations to help each sales team creating new successful ways of engagement.

4. Collaborative Mindset

  • You will work in a wide and varied internal ecosystem and you will have a naturally proactive, collaborative, and communicative mindset towards important stakeholders such as Demand Planner, UKI Midmarket Sales Manager, Partner Channel Sales, Marketing, Presales, Sales Executives and Management Talent Acquisition.
  • Working with your colleagues on the SDE leadership team you will actively contribute to unlock new business potential

Required Skills and Experience:

  • Track record of success in Demand Generation
  • Ideally, people management experience. In absence of that, evidence of coaching others and demonstrating a strong motivation to stepup into a management role
  • Consistent proven track record of achievement of quota expectations
  • Outstanding communication, organizational and time management skills
  • Experience working in a multicultural environment
  • Experience working in a highgrowth environment
  • Proven ability to adapt to ambiguous situations and lead by example
  • Proven abilit

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