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11月10日发布

Cloud Sales-上海/北京

40-70千/月

11月10日发布

  • 本科

  • 不限

  • 北京

  • 若干

  • 全职

思爱普
  • 实名
  • 其他
  • 2000以上
  • 计算机软件

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职位描述

五险一金 员工福利 8小时工作制

职位类别:其它

The General Business Sales Executive is responsible for focusing on complex sales engagements which are mainly partner-driven in the GB-segment. The GBSE may be specialized on industry or solutions based on the MU-market; he/she is working in conjunction with (i)PBMs and ISEs. The GBSE covers opportunities in partner- / SAP-accounts above a specific revenue threshold defined in the GTM-setup of the MU/Region. The objective is to coach the partner-sales teams on building a productive pipeline as well as maximizing the revenue via active engagements on selected opportunities. 



Main Responsibilities:



Solution/ Industry specialized Business Development

 Aligns with PBMs on Partner Business Planning for the territory covered; identifies opportunities for further growth in the territory and becomes active, in collaboration with other GPO sales areas (PBMs, Inside Sales, etc.).

 Responsible for creation, monitoring and review of business development planning(Territory Planning) and activities around the solution- or industry- specialization area. Defines innovative approaches to generate business and executes either directly or via the partner-sales teams. Drives core strategies and actions to ensure KPI achievement.

 Coaches partner sales reps to interact with prospects in large or complex SW deals in his area of solution / industry expertise in order to position the value of the respective SW or industry solution as supported by ROI, business case development, references, and supporting analyst data. Ensures high conversion rate from pipeline to deal closure, Shortening of the sales process and improvement of win rate in order to achieve real volume business. Be an expert on the competition with their assigned industry and/or geography. Understand competitive threats (e.g., how to beat the competition).

 Drives deal closure by inserting him-/herself in big and complex opportunities of partners assigned. Balances his direct / indirect activities in order to maximize the revenue in the territory assigned.

 Enables partners to independently drive business with the following resources:

 partner demand generation plan to build a business pipeline

 partner competency plan to ensure partner resources are trained on the latest solution and sales content,

 partner resource utilization plan so partners have full access to and are utilizing SAP tools and methodologies

 presales coaching plan for existing and new partners 

 Generally will be focused on volume segment and ensure alignment with Indirect Channel Mgt (respective Partner Business Managers, Inside Partner Business Managers) and Inside Sales based on key channel economics. Where available will act in strong interrelationship / be co-located with similarly specialized sales roles (e g specialized AEs in Enterprise segment in regional centers of Expertise)

 Monitoring the effective and appropriate use of SAP assets (i.e., Presales) by partners.

 Reporting on sales progress throughout the year; identification of deviations from plans agreed and actively engaging in measures to deliver goals agreed to.





Experience/ Competencies & Educational Requirements



 Minimum 5 years working experience in sales function and 2 years enterprise application sales experience with solid sales performance record (business acumen, account management,demand management, account health & result driven)

 Profound knowledge in one or in several solution areas such as e.g. ERP/CRM/HCM.(business acumen)

 Local market knowledge and understanding (teritory management & business acumen)

 Business development planing and execution experience in a terriotry/industy(Territory planning and management)

 Experience and understanding of direct sale and Indirect channel dynamics with good negotiation skill (partner engagment, Deal Negotiation & Closing , partner management & indirect sales)

 Strong motivation for success (result driven)

 High Emotion Quotient with good communication skill(communication, team work & collobration)

 Fast learner with innovative thinking (innovative thinking, change agility, chanllege complex & Driving SAP Innovation/Solutions with Partners)

 Can work hard under pressure in an VUCA environment (innovative thinking)

 Ability to qualify to qualify leads and build up pipeline with digital/social tools(Deal qualificaiton & Demand Generation Using Digital Sales Motions)

 Ability to have conversation with C-level executive (Executive Conversations)

 Team player(Team work & collaboration)

 Cloud selling experience is a plus







  • 年龄要求: 不限
  • 语言要求:不限

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企业简介

思爱普

  • 行业: 计算机软件
  • 规模: 2000以上
  • 性质: 其他
  • 当前职位: Cloud Sales-上海/北京
  SAP公司成立于1972年,总部位于德国沃尔多夫市,是全球最大的企业管理和协同化商务解决方案供应商。目前,在全球有 120多个国家的超过家用户正在运行SAP软件。财富500强80% 以上的企业都正在从SAP的管理方案中获益。SAP在全球75多个国家拥有分支机构,并在多家证券交易所上市,包括法兰克福和纽约证交所。
1995年在北京正式成立SAP中国公司,已在大中国区10多个城市设有办事机构。作为企业应用软件解决方案的绝对领导者,SAP的市场份额和年度业绩近年来高速增长。SAP在中国有多家客户,拥有包括IBM、埃森哲、凯捷、HP、毕博、德勤、石化盈科、中电普华、东软、神州数码等多家合作伙伴。
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