SAP GB Sales Manager(Inside Sales Manager) Job in Tokyo, Japan
Requisition ID: 179655
Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Management
Employment Type: Regular Full Time
As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.
The Inside Sales Manager will lead a team of several Inside Sales Executives managing together with partners the Lower General Business segment and selected Industries. The Inside Sales Executives are quota carriers who are responsible for the revenue in an assigned customer base of accounts or prospects. The Inside Sales Manager is also accountable for reaching and exceeding the Cloud budget through proactive management of the ISE solution forecast. Ultimately, the Inside Sales Manager must exceed in building pipeline, securing revenue, whilst elevating SAP’s leadership position in a specific segment.
EXPECTATIONS AND TASKS:
Recruit and maintain a team of high-caliber sales talent; coaching and developing individuals to maximize each team member’s results.
The Inside Sales Manager is also a Cloud sales leader who is responsible for building and leading a world class sales team that acts as a competitive weapon for SAP and will sell SAP’s Cloud solutions with aggressive growth goals and high value customer propositions.
Set individual performance expectations, objectives, standards and priorities, providing development opportunities and training, and recognizing achievement of revenue, profitability and customer satisfaction goals.
Lead by example in driving the new cloud selling motions and with an in-depth knowledge of SAP solutions, sales processes, system and market intelligence.
Develop and execute a competitive plan to drive consistent revenue streams and achieve GB Market Unit growth goals in the on premise and cloud area.
Pipeline and Demand Management
Accountable for managing the Inside Sales pipeline to ensure attainment of Inside Sales business unit targets and performance goals
Ensures healthy pipeline is in place for assigned market unit and solutions
Engaged in design of Demand Generation activities jointly with Inside Marketing and Cloud Marketing team and regularly reviews both the Cloud and on Premise LoB pipeline
Develops, drives and implements sales initiatives and campaigns with Marketing and with other Inside Sales managers in order to accelerate pipeline build and revenue conversion following Inside Sales requirements
Ensures sales territories are defined and accounts are allocated (target acquisition accounts, territory acquisition accounts, installed base); reviews performance on a regular base and requests adjustments necessary
Allocates appropriate resources (ISE’s, iPresales, Inside Marketing etc.) and targets in the light of territory potential, coverage needs and channel capacity & capability; reviews resource allocation on a regular basis and adjusts accordingly
Drives territory planning for each territory in alignment with Field Management on a regular basis
Conducts regular business review meetings or forecast calls
Provides feedback to executive Field Management on engagement level with Inside Sales Team
Inspires and influences internal and external stakeholders, experts and other resources not under direct control, helping to remove obstacles and goal achievement, including the Executive Sponsorship of ‘Must-Win Deals’
Ensures successful roll out of programs and offerings in key markets in close cooperation with SAP’s internal units, via partners and/or leveraging marketing events
Monitors success of Inside Sales programs, evaluates results based on common targets and initiate enhancement of activities in order to drive SAP’s growth targets
Shares best practices across MU’s through regular interaction.
Deal Support / Escalation Management
Supports Inside Sales team in top deals / complex sales opportunities whenever high degrees of seniority, solution knowledge and knowledge of the overall strategy are required
Handles issues within the organization that require senior management attention
Manages customer / partner escalations in a proactive and professional manner in order to maintain satisfaction levels and to secure future business
Ensures timely roll-in of customers’ requirements regarding necessary advancements of Solutions, Processes, Systems and Tools
Minimum 6 years software Sales experience with deal closure responsibilities. Sales experience in a cloud environment and selling motion is great advantage.
Strong Inside Sales Experience required, field sales experience is an advantage, too.
EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:
Bachelor’s or Master Degree
Very good understanding of Midmarket expertise and track proven in Lower SAP GB area, especially in SAP Midmarket Portfolio SAP Business All-in-One and SAP Business ByDesign
Knowledge of the Swiss market is an advantage
A high-energy team player capable of balancing pressing short term deliverables with long term goals and objectives.
Strong leadership qualities and ability and track record in leading, developing, motivating and empowering a high performance team.
High level of integrity and ethical approach to doing business.
Sales coaching & strong relationship building skills both internally and externally and able to navigate and effectively manage business successfully in a matrix organization.
Ability to understand and forge strong relationships with other Stakeholders.
Japanese language skill (Fluent or native) and English
SAP'S DIVERSITY COMMITMENT
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.
SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team (Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com , APJ: Careers.APJ@sap.com , EMEA: Careers@sap.com ). Requests for reasonable accommodation will be considered on a case-by-case basis.
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