Global Job Profile  
Global Job Title     Inside Sales Executive - Education


Key Responsibilities & Tasks

[List the essential responsibilities and tasks for this job to describe what it does. We recommend limiting the number of areas to a maximum of five. In general please note you are defining the job not the employee.]
Key Areas of Responsibility

    * The essential responsibilities of the Inside Sales Executive – Education (ISE-E) are to work directly over the telephone with customers to capture leads, progress into sales opportunities, and convert into revenue. Actively sell the Education Public Schedule (schedule of training courses and dates open to SAP customers, partners and individuals) and participate in the schedule creation activities.

 

    * Territory and Account Planning
    * Own a territory – The ISE-E will own a territory and be responsible for achieving a revenue quota for SAP Education within a large number of accounts. The ISE-E will prioritize his/her customer list through segmentation of key opportunity groups.
    * Establish the overall Territory Plan for his/her assigned customer base in collaboration with relevant units (marketing, field sales, operations, etc.).
    * Define coverage strategy - Define his/her coverage strategy and actions plan during territory / account planning activity.
    * Replace Accounts - Replace inactive accounts with new ones by revitalizing dormant accounts.

 

    * Pipeline Generation and Execution
    * Execute demand generation campaigns: Execute programmatic and systematic up-sell & cross–selling outbound calling activities in assigned SAP installed base and whitespace accounts.
    * Manage the end-to-end sales cycle: Identify and develop opportunities by qualifying new leads, creating and managing pipeline and moving opportunities along the sales cycle to closure.
    * Provide feedback to Marketing - Provide feedback on campaign effectiveness and coverage.

 

    * Drive Education Services and Education SW sales
    * Drive Public Schedule – The ISE-E will drive demand to the training center within the territory, assess customer requirements and provide regular and consistent feedback to Education Operations to ensure customer demand is met by the Public Schedule..
    * Educate customers on SAP offerings: Provide customers with accurate and timely information on SAP education products and services that effectively meets their training needs.
    * Forecast Accurately: Provide forecast for deals based on detailed analysis of his/her pipeline on an opportunity by opportunity basis. Ensure forecast and pipeline accuracy
    * Leverage tools and systems: Engage in consultative selling by using the appropriate systems and tools, becoming a Learning Advisor for assigned territory/industry.
    * Adhere to Policies - Follow and comply with local price list , VSOE and approval process.

 

    * Proactive Self Development: The ISE-E should improve her/his sales skills along various dimensions (negotiation, communication, solution/industry expertise, competitive insight, etc.) as aligned and jointly prioritized with ISM

Key Tasks

    * Identify sales opportunities within SAP installed base customers
    * Actively sell the Public Schedule
    * Manage up-sell and cross-sell opportunities through fulfillment with SAP install base customers
    * Identify new customer opportunities and as such drive the expansion of SAP market share
    * First-line resource for partner led transaction support where applicable
    * Leverage field resources or partners to manage sophisticated or complex transactions

 
Accountability:

    * Responsible for delivery outcomes of assigned initiatives.
    * Work with the operations team to ensure the public schedule covers local customer demand
    * Work within defined policies and processes under regular supervision
    * Contribute to milestones
    * Build collaborative work relationships with similar functions across SAP and customer and partner organization

 

Complexity:

    * Contribute and work on initiatives and activities with moderate level of complexity
    * Work is independent & collaborative in nature.
    * Provide regular updates to manager on forecast based on opportunities within ISE-E’s managed accounts
Key Success Factors

[List the expected objectives and results as well as how these are evaluated. This includes qualitative and quantitative goals. Key Success Factors should be result oriented, specific and measurable.]
Quantitative (E.g. software license revenue, # net new customers, utilization rate)
Mandatory KPIs as defined in LoB Education global team compensation & benefits framework:

    * Own Education Services Revenue
    * Linear quota achievement
    * Customer Satisfaction

 

Other defined KPIs:

    * Pipeline/ opportunity management/ lead generation
    * Activity metrics: # calls, time on the phone etc.
    * Average course seat fill rate
    * Number of seats booked per month
    * E-marketing campaigns executed

 
Experience & Educational Requirements

[In this section, please list the core requirements for this position. Next to each, please list level of proficiency desired for this position.]
Experience

    * Functional Experience
    * Minimum 2 to 3 years experience in Inside Sales environment and quota carrying roles
    * Knowing or having successful experience in multi channel go to market models
    * Knowledge and understanding of Indirect channel dynamics
    * Knowledge of ERP, Information Technology or business software market

Education
    * Bachelor equivalent: yes
    * Master equivalent: no
    * MBA / Ph.D: no

Professional Training & Certification
    * Business Administration, Computer Science or Information Technology preferred

Languages
    * Business level English: Advanced
    * Business level local language: Fluent



Career Paths
Potential next vertical career step (typical next career step in same job function)

    * Senior Education Inside Sales
    * Education Account Executive
    * Inside Sales Executive (Software)

Career step guideline for next vertical career step
YEARS OF EXPERIENCE

                + Minimum years of Experience required for next career step are achieved  

PROFESSIONAL GROWTH

                + Employee demonstrates the skill set & educational qualifications and relevant  
                  functional / managerial experience as required for next career step

QUANTITATIVE & QUALITATIVE TARGET FULFILLMENT

                + Quantitative Requirements outlined under KEY SUCCESS FACTORS QUANTITATIVE are met
                + Qualitative Requirements outlined under KEY SUCCESS FACTORS QUALITATIVE are met
                + Overachieving of targets (MbOs)

                + Applying required behavioral skills as defined in PACE Competence Profile for next career step
                + Proves Thought Leadership skills
                + Serious behavior in customer communication
                + Knowledge Management

                + Increases membership activity in Practices by proactively developing additional knowledge applicable to area
                + Participates in knowledge transfer sessions
                + Creates and leads info sessions

INNOVATION

                + Additional contribution through employee initiative, such as contribution to Knowledge Management, Process Optimization, Quality Management

Potential cross-functional career step (typical next career step in other job function)
 

Information Section

Description of SAP Core Competencies

Customer Focus

Constantly works towards long-term success and satisfaction of both internal and external customers.

    * Thoroughly understands customer needs
    * Ensures that customers’ success is seen as the top priority
    * Manages expectations of customers
    * Delivers on promises to customers
    * Seizes opportunities to add value to the customer
    * Maintains integrity even in challenging customer situations
    * Seeks feedback from customers to identify opportunities for improvement

 

Business Acumen

Takes a business-driven approach to one's own tasks and responsibilities.

    * Keeps up-to-date on SAP's strategy, core business, markets and competitors
    * Considers the impact of external factors on the organizational plans and objectives
    * Demonstrates a thorough understanding of business processes and adheres to commercial principles
    * Understands the value SAP’s solutions add to customers’ business
    * Prioritizes own work activities according to SAP’s strategy
    * Ensures that own performance contributes to SAP’s success
    * Ensures compliance with SAP specific & general business methods, processes, rules and regulations.
    * Has an entrepreneurial spirit

 

Innovative Thinking

Generates ideas, initiatives and visions to drive and continuously improve operating efficiencies and expand market leadership.

    * Challenges and improves processes, methods, systems and solutions along SAP’s and customers’ value chain
    * Generates and promotes new ideas and breakthrough initiatives
    * Analyzes and anticipates the impact of upcoming technologies and market developments to  initiate innovation
    * Translates creative ideas into plans and action
    * Thinks beyond boundaries to create visions

 Please send your resume to chaya.s@sap.com