Commercial Sales Senior Representative

hace 3 semanas

Barcelona, España SAP A tiempo completo

**We help the world run better**

**What you´ll do**

The Senior Commercial Sales Representatives are responsible for Sales to existing customers in the Midmarket IB Team. They build and manage a pipeline of Software License and Cloud opportunities and deliver incremental revenue through upselling and cross-selling efforts.

**The core tasks include**:

- Connect digitally with SAP customers to drive sales with SAP’s Social, Digital and Content tools.
- End-to-end responsibility for generating revenue in Mid-Market for a set of assigned accounts, including territory planning, pipeline development, and deal progress through to closure.
- Collaborate with an extended team of resources to assure successful territory management,
- with Marketing to cover the market and build a healthy pipeline,
- with Presales to deliver outstanding customer experiences
- with the Partner Business Managers to align our objectives with our partner ecosystem.
- Extensive use of cutting-edge Digital technologies to ensure compelling customer interactions.
- Act as partners' single point of contact during sales cycle by bringing in other SAP resources, including pre-sales teams, as needed.

**Key Responsibilities and Tasks**:

- Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue.
- Annual Revenue - Achieve / exceed quota targets.
- 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.
- 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, Platform 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
- Sell value.
- Maintain White Space analysis and execution of initiatives (up sell 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.

Leading a (Virtual) Account Team
- 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 touch points and events.
- Maximize the value of all sales support organizations.

**What you bring**

Experience & Language Requirements
- 5+ years of experience in sales of complex business software / IT solutions
- Experience in a team-selling environment.
- Demonstrated success with sales campaigns in a fast-paced, consultative and competitive market.
- Business level English: Fluent
- Local language: Fluent, Business Level

Location: Barcelona

**We build breakthroughs together**

**We win with inclusion**

SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone - regardless of background - feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees

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