SAP’s Commercial Sales organization is a fast developing, high-performance sales team in Asia-Pacific. We’re a young organization; we’re energetic; we’re innovative; we’re the future of sales careers in this fast growing leader in Business Software world-wide. We sell software and help SAP go talk more often, to more prospects in the global market place.
“Did you know that just about 80% of the global economy touches SAP systems in some way, shape or form? And that we’re (SAP) out to provide technology that improves people’s lives! I didn’t when I joined SAP and I have never looked back, starting with SAP in Singapore as an ISE (Inside Sales Executive) in 2008; moving to Solution Center Director in 2010; and becoming Director of the SEA Inside Sales Organization in 2012. It has been a fantastic environment to develop a Software Sales Career and to learn transferable skills I can take anywhere in the future! And … you can develop a career each step of the way.” (Anton Baranyay – Head of SEA Inside Sales)
Purpose & Objective
In short, WE SELL SOFTWARE to EMPOWER our customers to RUN SIMPLER than they have even done! Our sales team members directly contribute to owning and driving the Revenue Stream of SAP. Inside Sales Executives own sales opportunities and engage to sell software solutions relating to Human Resources, Finance, Supply Chain, Manufacturing, Warehouse Management, Logistics, Management Analytics, Procurement – basically anything that you, I and our customers need to move, store, build, sell, manage! Pretty much anything you can imagine! Isn’t that an awesome opportunity to be exposed to?
And we do this using innovative ways to engage our customers via mostly remote means. Each day working from the phones, working with our partners in the field (“Our feet on the street”) to drive initiatives to engage, understand and help our prospects & customers reach their goals. Innovative approaches through social media, virtual selling technology, and remote webinars are all ways we need to use daily to engage customers.
And, with that comes responsibility --- you’re expected to be responsible and accountable for what you do to help SAP achieve its goals by developing your territory to deliver beyond what Revenue Target we ask you to do each year! That’s what makes us high-performance … we work smart … to do more … in the same amount of time.
And we have fun DEVELOPING OUR CAREERS!
Responsitbilities
WHAT is SUCCESS and HOW we achieve this SUCCESS is tantamount to a successful career in your new role at SAP. You will need to work with many teams (WHO) in a professional manner to achieve success. And YOU will have a responsibility to develop yourself to be the best possible Sales Executive you can be. Let me take you through high-level expectations.
WHAT: Expectations of YOU (the goal-orientated SAP Inside Sales Executive who is: full of energy, full of innovative ideas: who has the drive to be successful and deliver beyond the basic goals) are 3 fold in your Inside Sales role at SAP:
1) Orchestrate the resources around you to successful develop and drive a STRONG REVENUE RESULT for your territory at SAP, and report this responsibly to the business on a weekly basis. Here’s where you make your SUCCESS by over-achieving and getting into your sales plan accelerators. But take note – this is your primary JOB and you’re responsible to ‘deliver your end of the bargain – your sales Revenue Result’.
2) Focus on a daily basis to build your success as a sales person by BUILDING YOUR PIPELINE on a daily basis, leveraging the messaging of many available sales plays to uncover customer needs. Here’s how where you set time aside each and every day, to drive outbound demand generation activities, in order to add more sales opportunities into your Opportunity Pipeline to work on in the following weeks.
3) Lead your peers by actively leveraging the INNOVATIVE SELLING PRACTICES available to better engage the modern customer including social media selling techniques, virtual studio selling, prospecting techniques, et cetera. Here’ how you make a BRAND for yourself and get noticed in this high-performance environment.
HOW: The way you go about achieving your goals is also highly important to SAP. We want the right types of people, with the right values, engaging our customers to understand and meet their needs on a daily basis. We call these SAP Passions -- the “How I did it” – and this matters to SAP!
What do these words means to you? Professionalism – Accountability – Integrity – Success –Teamwork – Trust.
WHO: As a Commercial Sales Executive at SAP you will experiences working with field-based sales peers, SAP Partner’s and SAP Customer’s on potentially a daily basis. You will work internally with many supporting teams to bring success to our customers including: Legal, Finance, Marketing, Presales (Technical Sales), Services, Support, Executive Leadership Team, etc.
YOU: As an SAP employee, you will be exposed to a wealth of knowledge, information, peers of great experience, on the job experiences; and you will need to leverage these to take responsibility TO DEVELOP YOURSELF to be better than the rest! Nobody knows better that you yourself where your internal weaknesses may lie. Your manager’s will be available to discuss your development and help you set goals you wish to own and undertake over time. And SAP WILL PRESCRIBE TRAINING COURSES and opportunities to help develop you in areas we believe will help you be more effective to reach the ‘WHAT’ we expect of you above.
WHAT EXACTLY IS THE ROLE: “Commercial Sales Executive – Specialist – Cloud Solutions”
The primary focus of this Commercial Sales role is to sell SAP’s “Cloud Solutions” focused on a subset of the PEOPLE (or Human Resources), SUPPLIER (Procurement or Buying & Selling), CUSTOMER (Sales, Service supporting solutions), and BUSINESS MANAGEMENT (ERP) sales bags including solutions but not limited to:
- HR Suite in the Cloud
- Success Factors Performance & Goals
- Success Factors Talent
- Success Factors Learning Solution
- Social Collaboration
- Ariba Procurement
- Ariba Sourcing
- Travel on Demand
- CRM Sales
- CRM Services
- Omni Channel Sales Platforms
- Social Media Analytics
- SAP ByDesign
Desired Skills and Experience
WHAT BACKGROUND MAKES CANDIDATE INTERESTING TO SAP?
Sales Skills:
- Do you have experience managing Sales Deals?
- Do you have examples where you have been innovative in your sales approach?
- Do you have experience managing Sales Deals through remote means including telephone, social media, virtual webinars, etc?
- Do you know how to forecast your sales business?
- Do you have more than 3 years of preliminary experience selling?
- Does your experience include selling complex solutions to customers previously?
- Can you articulate Value to a prospect after uncovering needs of the prospect?
- Do you have Local business environment or market knowledge?
- Do you have experience competing with other software vendors and understand what it takes to compete?
- Do you have knowledge of different Industries (e.g. Manufacturing, Trading, Retail, etc)?
- Can you articulate your General Business Acumen (e.g. Read a balance sheet; understand HR process; etc)?
- Can your represent Strong Communication & Presentation skills?
SAP Related Skills:
- Do you have an understanding of the company SAP and what it does?
- Do you have knowledge of SAP Solutions or Solutions that directly compete with SAP Solutions?
- Do you have relevant experience selling Cloud-based software solutions?
- Can you describe what SAP does as a software company?
- Do you know what the following are and how they relate to SAP?
- Business Management Software (e.g. ERP, HR, CRM, etc),
- Cloud-based Software,
- Business Intelligence,
- Database & Middleware,
- Mobility, and
- Any other business software solutions.
Interested Candidates Can Email: m.golen@sap.com
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