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Sales Manager - SAP India (9-13 yrs)
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Written by MBA Jobs
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Wednesday, 28 April 2010 |
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Job Code: 14752
Location: PURPOSE AND OBJECTIVES
The primary purpose of the Territory Sales Executive is to increase sales of SAP offerings within
the SME Market segment through qualifying, developing and following up opportunities
generated through the SME MARKET Marketing Team. Also involves maintenance of customer
and opportunity information within the SAP Pipeline Management system and working with
preferred partners to successfully close identified opportunities.
EXPECTATIONS AND TASKS
The primary purpose of the Territory Sales Executive is to achieve their overall revenue goal. In
order to achieve this goal, the TSAM must create a complete territory business plan that
generates their quota in pipeline opportunity by focusing on Target and Territory accounts via
specific Routes to Market. The TSE is responsible to identify and qualify opportunities, develop
and drive strategy in Target accounts and drive partner execution in Territory Accounts.
Manage Accounts – upper ME, for 1 year – control
and own
- Identify up-sell & cross-sell opportunities in Installed base
- Drive high-value business
- Control on discounting ( CEO’s approval on proposals )
- Leverage Solution Engineering, VE, ISG & Apollo
- Leverage partner solutions when needed
- Full sales support from ISE
- Engage marketing and leverage campaigns
- Enabled on CEL process
- Quarterly partner planning & reviews
- Coach partners
# Directly interacts with prospects to position the value of SAP Solutions and Services as
supported by ROI, business case development, references, and supporting analyst data.
# Consolidate and regularly update the Territory and account plans.
# Prospect new companies as potential customers of SAP solutions utilizing SAP
Tele-Marketing and Tele-Sales and submission of RFPs and RFIs as appropriate.
# Assemble, prepare, and manage the Virtual Account Team consisting of Presales, Customer
Engagement Managers, Partners and other relevant roles so that SAP solutions are well
positioned in the account.
# Pursue professional and personal development to ensure adequate knowledge of the markets
and industries SAP serves as well as the products and services SAP provides.
# Update on a timely basis SAP@CRM system with accurate customer and pipeline information.
Timely and complete administrative tasks such as expense reports, etc.
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES
Graduate / Post Graduate from a well known and accrediated university
WORK EXPERIENCE
9 -13 Years
Job Location
Mumbai,
India
Territory Sales Account Manager
Please send your resume to chaya.s@sap.com
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