Position Summary

• The Sales Manager is responsible for leading the sales / presales engagement, growing overall software license and service revenue, and achieving net new names goals by focusing on sales within an assigned territory.
• The Sales Manager must control the sales cycles resulting in customer signature.
• The Sales Manager is responsible for identifying and qualifying opportunities within their assigned territory in order to maintain a healthy opportunity pipeline.
• The sales manager will corrdinate the marketing activities along with SAP to assure lead generation

COMPETENCIES AND SKILLS:
General Processes

• Plan your territory
• Generate demand
• Generate, qualify, and manage opportunities
• Establish account plans
• Conduct regular updates with SAP and sales management
• Communicate project information to implementation team Sales Skills
• Manage the sales process from start to finish
• Understand and leverage SAP go-to-market and SME portfolio
• Position and differentiate partner firm and partner offerings
• Explain SAP Business One Solution and Packaging and the benefit of the SAP fast-start program
• Follow a formal, documented sales methodology
• Answer request for quotation
• Employ value-based discovery and selling methodology
• Conduct customer discovery sessions
• Develop relationships with customer CxOs
• Handle objections
• Validate scope and solution fit to requirements
• Develop a value proposition linked to the customer’s business outcomes
• Build a financial business case (including financing options, ROI of solution, and cost of no decision)

Negotiate Deals

• Position SAP and be able to explain why SAP, why this partner, and why now
• Create and present proposals
• Present implementation approach
• Negotiate final agreements

Product Knowledge

• Knowledge of the SAP portfolio
• Understand the key characteristics, advantages, and benefits of the solution
• Position the value of Industry Best Practices, SAP Business One solution
• Understanding of SAP’s ASAP Focus Methodology and how to use it to achieve quality deployments
• Solid understanding of the enterprise software market
• Competitive intelligence
• Knowledge of the prospect’s industry and business

Soft skills

• Understand customer needs and communicate value that maps to those needs
• Negotiation skills
• Executive presentation skills
• Business ethics and business etiquette
• Drive for execution

MEASUREMENT:

• License revenue
• Additional revenue (services, support, other)
• New customer wins
• Number of leads generated
• Pipeline and quota coverage
• Street discount given (minimizing discount on software)
• Profitability on deals
• Ratio of wins to losses

RECOMMENDED EXPERIENCE:

• 3+ years successful track record in direct sales position selling business application software, preferably in the geography of the Job.
• Proficiency in value-oriented selling focused on prescribed or predetermined solution offerings.
• Industry or vertical market and process knowledge
• Success in a multi-channel go-to-market environment
• Experience in sales within team selling environment
• Ability to articulate and position SAP SME solutions’ value proposition along with ROI at CxO level
• Knowledge of ERP market and 1-3 years of SAP-specific experience is a plus
• Must be willing to travel accosionally.