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Task Description
Utilises an in-depth understanding of the mid-size-enterprise market, including industry, marketplace, strategies and trends, competitors and competitive tactics to develop an effective long-term sales strategy and plan, that aligns with SAP sales and channel objectives. Successfully establishes the commercial terms for partner engagement channel margins.

Develops overall penetration strategy and execution via the RTM model focusing on specific and clear territory plans that ensure growth in both direct and indirect revenue streams, and that align with SAP and channel partner goals.

Develops a shared or common ‘language’ and business planning process within the group and across channel partners.

Considers cross-channel, cross-functional, business and geographic implications in creating territory and sales plans, resulting in the right mix of partners, resourcing solutions and demand creation.

Monitors and maintains a well balanced portfolio of channel partners that reflect business and value system alignment, partnership commitment and reputation enhancement in the marketplace.

Communicates effectively across functional lines to gain commitment to a single vision. Works closely with marketing to set an agenda for development of appropriate sales orientated, value-add marketing activities focused on the mid-size enterprise market.

Ensures that go-to-market and campaign activities are customized to mid-size enterprise market needs. Contributes to definition of non-complex, value-based solution offerings that meet the buying requirements of mid-size enterprise customers.

Ensures prominent and consistent positioning and messaging of mid-size enterprise market is applied across SAP, partners, customers and the media.

Participates in and contributes to the development and execution of product and solution launches and marketing campaigns for mid-size enterprise market.

Ensures that sales team and partners receive adequate marketing support, education and enablement to be successful in selling products and solutions to mid-size enterprises.

Maintains and promotes close links between sales and marketing to create regular information exchange regarding demand/lead information, market intelligence and marketing activities.

Work Experience

Extensive knowledge of the mid-size enterprise market to create strategies that focus our sales effort towards the achievement of our goals. And they harness the sales team’s energies to present a united and collaborative front to our customers and partners.

Ability to work influentially and diplomatically within matrixed environment; able to lead and drive initiatives through consensus-building; can motivate, leverage, and work through the partner ecosystem to obtain objectives.

Conflict management: Able to handle difficult people and tense situations with diplomacy and tact. Can spot potential conflict, encourage positive debate and orchestrate win-win solutions.
Consultative Selling in business-to-business setting: Work within long-term, continuing relationships by partnering, selling improved customer profit, generating returns on customer investments, and making customers more competitive.

Negotiation skills to find common ground skilfully and tactfully gain trust of others by being objective and diplomatic. Is direct, and can manage concession strategy appropriately to reach closure.

Verbal communication skills (includes presentation and business communication skills). Can effectively inform others in one-on-one or group settings. Adjusts message and delivery to level and readiness of listener. Is cognizant of cultures and diversity.

Sales team management: Configure sales team composition to support sales strategies; maintain team focus on key sales opportunities; Model and mentor strategies with sales team for sales engagement and problem resolution.

Developing others: able to recognise people’s development needs and mentor, coach and offer relevant feedback to bolster competence levels.

Business management and planning: manage business operations and resources to fulfil business goals, meet budgets, and maintain focus on strategic direction. Opportunity planning and management, including demand generation and qualification activities.

How To Apply
Please note that SAP only accepts applications submitted via our online recruiting system. Individuals with disabilities who require a reasonable accommodation in the job application process should contact HR Direct (Americas:, APJ:, EMEA:



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