Commercial Sales Executive

Job Summary

Territory and Account Management

• Drive incremental revenue within assigned territory –closing deals end to end to meet or exceed quota
• Take on territory coverage, forecasting, planning & strategy and effectively communicating and updating plan with key stakeholders in low level cases
• Work with Field Sales, Presales, solution sales, and other key stakeholders on deal execution as needed
• Ensure timely GAF process when required
• Support opportunity management of volume opportunities. Engage with CSM to agree on large / complex deals to be managed by CSM
• Help insuring customer needs are understood and addressed in the sales process by supporting experts and managers
• Update CRM with customer intelligence in alignment with management

Focus Area – Develop deep solution understanding in designated product areas**
Generalist with sales bag that includes solutions from across SAP´s portfolio with a focus on solutions where Inside Sales is the primary route to market.

Pipeline Management

• Take on demand generation planning to address territory plan and Ensure proper coverage in collaboration with key stakeholders including Inside Sales Innovation and Optimization team, marketing and Partner/Channel management (IPAM), and others as required for standard cases
• Assist in demand generation execution to meet required revenue plan in collaboration with Marketing, Partner/Channel management (IPAM), partners and other key stakeholders as required.
• Support expert/manager in leveraging Partner Determination Matrix and engage with key stakeholders (CSM/iPAM/PAM, etc) for partner selection, offer & pricing support to partner.
• Maintaining accuracy of CRM data for pipeline management in alignment with management

Proactive Self Development**

• On top of on-the job coaching as provided by ISM, the ISE should improve her/his sales skills along various dimensions as defined in the SAP Inside Sales Career progression framework. ISEs are expected to actively work with their management to use the framework to build sales and other skills.
• Solution Certification is mandatory for all ISEs
• Use SAP Career Success Center, Value University and other resources as agreed upon with manager to gain additional skills that enhance productivity.

Work Experience

• Minimum 3 years’ experience in Inside Sales environment, respectively Demand Generation
• Knowing or having successful experience in multi-channel go to market models
• Knowledge and understanding of Indirect channel dynamics
• Knowledge of ERP market for generalist ISE
• Knowledge of specified solution for specialist ISE
• Business level English: yes
• Business level local language: yes

Education And Qualifications / Skills And Competencies

• Bachelor equivalent
• Urdu required