PURPOSE AND OBJECTIVES
* Communicates SAP's overall Inside Sales Strategy to all stakeholders internally and externally
* Identifies key areas (regional, industry segment, solution segment, etc.) of the Inside Sales route-to-market which enables SAP's growth within assigned segment, territory and/or LoB
* Prioritizes these areas according to market potential and develops actionable implementation plans in accordance with regional and local business requirements and ensures an ongoing review process in order to be able to timely react on competitive challenges and market dynamics
* Ensures implementation of processes for Lead Generation, Demand Generation and Deal Execution in conjunction with Field Sales, Marketing, eCenter Leaders, Inside Sales Innovation and Optimization team, Inside Sales Operations, Channel, Solutions and other key stakeholders as required
EXPECTATIONS AND TASKS
Sales Management
* Responsible for coverage and execution of entire territory incl. quota, top deal status review, forecast on revenue and net new names by customer segment, RTM (direct vs. indirect), education and consulting where assigned and other dimensions as assigned
* Promotes an effective approach to improve the Inside Sales route-to-market in assigned territory taking the regional / local market dynamics into account
* Oversees and is accountable for the recruitment, development and management of the Inside Sales Executives and assigning appropriate focus areas (generalist, specialist, education and consulting where assigned)
* Oversees the fulfillment of key sales KPIs (quota, budget, channel mix, mix of target and territory account business) on a regional / MU level
* Accountable for managing the Inside Sales pipeline to ensure attainment of Inside Sales business unit targets and performance goals
* Manages and drives sales execution according to business targets in order to significantly contribute to SAP ambitious growth and acquisition of new customers in the area assigned. Provides proper coaching to the team around sales cycle execution and pipeline development - leverage the reporting and call recording tools
* Review of top deal status, account- and opportunities plans for key deals requiring senior management support
* Promotes appropriate involvement of partners in sales cycles for target and territory accounts in order to drive aspired indirect revenue target and achieve target profitability within assigned territory(ies)
* Coordinates the Inside Sales activities with broader sales, marketing and solution initiatives to ensure this is part of an integrated sales approach
* Monitors execution of activities, identifies risks and defines / implements activities to prevent critical situations
Pipeline and Demand Management
* Ensures healthy license pipeline is in place for assigned area of responsibility: designs Demand Generation activities jointly with the Innovation and Optimization team and Inside Marketing team
* Regularly reviews the SW license revenue pipeline and/or services pipeline, consolidates and communicates pipeline progression and revenue forecast to TSM, Channel Head and/or MU leader and other key stakeholders as required
* Develops, drives and implements sales initiatives and campaigns with Marketing, Telemarketing, IS Innovation and Optimization team and eCenter Leaders in order to accelerate pipeline build and revenue conversion following Inside Sales requirements
Territory / Account Planning
* Ensures sales territories are defined and accounts are allocated; reviews performance on a regular base and requests adjustments necessary
* Allocates appropriate resources (ISE's, Presales, etc.) and targets in the light of territory potential, coverage needs and channel capacity & capability; reviews resource allocation on a regular basis and adjusts accordingly
* Conducts regular bu
Job Details
| Date Posted: | 2013-02-18 |
| Job Location: | Cairo, Egypt |
| Job Role: | Other |
| Company Industry: | Sales |
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