Senior General Business Sales Executive
Sybase
Bucharest, RO
3 zile în urmă

COMPANY DESCRIPTION

SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done.

Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all.

We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.

The General Business Sales Executive is responsible for focusing on complex sales engagements which are either partner-driven or direct engagement with key customers.

The GBSE may be specialized on industry or solutions based on the Romanian market. The GBSE covers opportunities in SAP-accounts.

The objective is to sell with partner-sales teams and building a productive pipeline as well as maximizing the revenue via active engagements on selected opportunities.

Main Responsibilities :

  • Execute on SAP strategy and priorities to help customers become intelligent enterprises.
  • Aligns with local team for the territory covered; identifies opportunities for further growth in the territory and becomes active, in collaboration with other sales areas.
  • Responsible for creation, monitoring and review of business development activities around the solution or industry specialization areas.
  • 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.

  • Drive activities with prospects in large or complex SW deals in 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. Understand competitive threats (e.g., how to beat the competition).
  • Drives deal closure by owning big and complex opportunities. Balances direct / indirect activities in order to maximize the revenue in the territory assigned.
  • Monitoring the effective and appropriate use of SAP assets (i.e., Presales)
  • Reporting on sales progress throughout the year; identification of deviations from plans agreed and actively engaging in measures to deliver goals agreed to.
  • Experience & Language Requirements

  • Minimum 5 years experience in sales & indirect sales
  • Profound knowledge in one or in several solution areas such as e.g. LoB, 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, native or business level Romanian
  • Education

  • Bachelor equivalent : yes
  • Master equivalent : prefered
  • MBA / Ph.D : prefered
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