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Inside Sales - SAP India (7+ yrs)
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Written by MBA Jobs
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Wednesday, 28 April 2010 |
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Job Code: 14751
Location: Position Business Title Inside Sales Solution Engineer
Division Inside Sales
Location Bangalore, Singapore, Shanghai, Tokyo
POSITION SUMMARY
[Please state in about 3 sentences the jobs overall scope and purpose from an organizational point of view.
This statement should clearly distinguish this job from the manager’s job and other jobs at the same level in the department.]
* The primary purpose is to support the Inside Sales Executive by architecting and positioning business solutions around SAP solution offerings. This includes understanding customer pain points and identifying the solutions (generic / industry specific) from SAP which address those pain points and position them to customers/prospects.
* Work on highly visible demos/problems for presales and post sales where analysis of data requires evaluation of intangible variance of factors.
* Understand the Vision, Indicator and pain (VIP MAP) of a prospect and Lead in defining SAP solution value proposition that demonstrations & exemplifies how the SAP solution portfolio can best meet their requirements.
* Provide guidance to the Inside Sales Executive, Tele-Sales Representative, and, as warranted in complex sales cycles, Partner resources on how to effectively position and communicate the benefits and solution applicability of specific solution offerings/packages.
* Communicate the business requirements to project/implementation team after completion of sale to ensure a smooth transition from presales to implementation stages, warranting a continuous degree of customer satisfaction.
* Analyze the customer’s "as is” organizational structure and key processes, compare current performance of selected processes, and analyze benchmark data.
* Conduct feasibility study to get in-depth needs analysis as required.
KEY RESPONSIBILITIES & TASKS according to Strategic Business Plan
[List the key responsibilities and tasks for this job. Indicate the % of time the employee should spend on each task. Ideally the top 3 tasks should be listed and these tasks should account for at least 80% of the employee’s time.]
Key Areas of Responsibility This Responsibility includes the following tasks % of time
for orientation
* Opportunities Qualification through dipdive discovery
* Support Inside sales executives in discovary sessions using the the questioning and industry / solution skills
10%
* Creating prescriptive SAP solution value propositions
* Create based on end customer needs and partner capabilities a value oriented proposition and present explaining the benefits
* Support Inside Sales Executives in sales cycles with solution expertise and proof statements (i.e. demo and reference stories)
50%
* Generate profitable SW and services revenue
* Be part of the sales cycle of the opportunities led by the Inside Sales Executive facilitating revenue target achievement. Up-selling and cross-selling suggestions.
30%
* Point of contact to get support from field, partner to develop the right fit solution
* Program manage within SAP and with partner to get support and build the right fit solution for a prospect
10%
* Sales enablement for Inside Sales team and partner resources
* Conduct periodic sales enablement sessions on technical, industry to enable Inside Sales and partners to enable the them to position and defend SAP solutions
10%
KEY PERFORMANCE INDICATORS (KPIs) – to be reflected in Performance Management & Bonus Plan
[List the expected objectives and results as well as how these are evaluated. This includes qualitative and quantitative goals. KPIs should be result oriented, specific and measurable.]
* Software License Revenues global
* Utilization in Opportunity support
* Utilization in Pipeline development
* Contribution in Net New Names
* Up Sell Cross sell of new products in IB
* No of online demos/solution presentations
* Customer Satisfaction
* Partner Satisfaction
* Solution portfolio/ new products
* Other MBOs
EXPERIENCE & QUALIFICATIONS
[In this section, please list the core requirements for this position. Next to each, please list level of proficiency desired for this role.]
Experience
* A Minimum 7 years experience and 5 years in SAP Business Objects products consultancy or pre-sales is prefered
* Experineced in Customer discovery, requirement understanding for business intelligence and analytics solutions
* Understanding of Prescriptive, value-oriented solution positioning, selling directly and through Partners is required
* Experienced in reporting, OLAP analysis, ad-hoc reporting, dash board, data integration, data warehouse technologies, understanding of the broad market trends and understanding of competitive landscape is required
* Deep presales knowledge of SAP business Objects technology products - BOE, WEBI, Xcelsius, DI, DQ) is required
* Working presales knowledge of SAP business Objects planning consolidation, Spend analytics or any such equivalent product and J2EE platform and integration & BPM technologies, document & content management technologies preferred
* Knowledge of technical architecture, technology standards and ability to propose a technical solution is required
* Industry/Vertical experience prefered
* Any past presales or consulting experinece related to SAP ERP or similar products from other vendor is an advantage
Languages
* Business level English: yes
Education
* Bachelor equivalent: yes
* Master equivalent: yes
Professional Training & Certification
* prefered
Mobility
* All support from office location, traveling only in selected situations
Additional Information
* Additional requirements concerning provisions of national law (e.g. physical requirements, drug tests)
* Additional remarks regarding the position given by the manager, the HRBP etc.
Competency levels describe shown behavior regarding the consistency with which the behavior is demonstrated throughout various situations and the degree of understanding the consequence and importance of the behavior
Skill levels describe the degree of expertise in regard to depth of knowledge, flexibility in application, problem solving capacity and experience.
Please send your resume to chaya.s@sap.com
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