• Channel Sales at SAP

  • Posted on: 30 July, 2014 Deadline: Not Specified
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  • SAP is the global market leader for business software and thus contributes a considerable part of the world's economic power grid. At SAP you get your chance to put your ideas into action with maximum impact.

    Channel Sales

     

    Role
    This person is responsible for building a business in given geography, solution, and/or industry, including market opportunity analysis, partner profiling, identification, and coverage, partner economic business case, business planning (marketing and business development with partners), and revenue attainment through partners (including forecast, pipeline, and deal management).

    EXPECTATIONS AND TASKS
    Solution/ Industry specialized Business Development
    - Identifies market opportunity and coverage and delivery capacity gaps in the partner ecosystem relevant to his/her solution- or industry specialization. Reviews resource allocation on a regular base and adjusts accordingly
    - Identifies potential partners to recruit to meet capacity requirements and builds business case to present partner value proposition (including economic value prop)
    - Responsible for creation, monitoring and review of Business Development activities around his/her solution- or industry- specialization area. Defines innovative approaches to respectively specialized Channel Build and executes either directly or via the team. Drives core strategies and actions to ensure KPI achievement
    - Generally will be focused on volume segment
    - 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)
    - The CSM also develops and executes parnter demand generation plan to build partner pipeline partner competency plan to ensure partner resources are trained on the latest solution and sales content, partner resource utilization plan so partners have full access to and are utilizing SAP tools and methodologies presales coaching plan for existing and new partners
    - Ensures Solution or Industry build plans are in place and KPIs are met. Develops action plans to correct as necessary
    - Drives business / territory plan for his specialization area(s) under his supervision on a regular base for mid-term and quarterly perspective Solution / Industry specialized Partner Sales Support
    - Gets involved into transactional sales support in key deals in his area(s) of solution / industry expertise at AE's request, and/or may potentially be based on a partner's initiative
    - 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
    - Provides forecast by partners with regards to his solution / industry specialization to the country and regional sales management. Ensures forecast and pipeline accuracy
    - Escalates critical deals in his area of solution / industry expertise in a proactive and professional manner Solution / Industry specialized Channel Pipeline Generation
    - Coordinates solution / industry specialized demand generation activities in coordination with inside sales and aligned with Indirect Channel Management to ensure solid pipeline around his area of specialization
    - Works with Partners and Indirect Channel Management to prospect new companies as potential customers around his area of solution specialization / industry focus

    WORK EXPERIENCE
    - Minimum 5-8 years of experience in Sales
    - Knowing or having successful experience in multi channel go to market models
    - Experience in negotiating with Customer's within SME market
    - Proven track record in target achievement

    EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES
    - University degree, preferably in Computer Science, Engineering or Management
    - Understanding the principles of solution selling through Partners
    - Ability to articulate and position E&C Value Proposition along with Partner ROI at CxO level
    - Knowledge and understanding of Partner Dynamics
    - Knowledge of Solution Portfolio and relevant markets
    - Excellent written and oral English communication skills

    Method of Application

    Interested and suitably qualified candidates should click here to apply online.

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