Inside Sales Executive Job Listing at SAP in Moscow

Technology, Business Services

TERRITORY AND ACCOUNT PLANNING:
* Support the overall Territory Planning for the customer base assigned in collaboration with relevant units (marketing, field sales, operations, etc.)
* Define his/her coverage strategy and actions plan during territory / account planning activity with support from TSM and in coordination with CSE / TSE (SME) or supported by the AE (LE/PCN).
* Provide insight on campaign efficiency and coverage as well as on partner performance based on existing transactional criteria and tools
* Provide insight on existing partner relationships/partner-led sales cycles for short- and mid-term business opportunities
* Drive focus on revenue opportunity within a large number of accounts through segmentation of key opportunity groups.

PIPELINE GENERATION AND EXECUTION:
In Target Accounts segment:
* Execute programmatic and systematic up & cross selling outbound activities in set of installed base Accounts.
* Develop Opportunities by structuring and qualifying discovered Leads, creating and managing pipelines and moving opportunities along the sales cycle to closure.

In LME/Territory Accounts:
* Execute effective outbound campaigns to maximize coverage of the territory accounts as well as in conjunction with the territory plan.
* Follow up on Marketing-generated leads in order to qualify them in an efficient manner, and ensure high translation of lead to revenue.
* Proactively outbound call activity in top set accounts of his territory as defined in the account planning exercise.
* Maintain a good balance of Net New account business vs. installed base business by proactively targeting new prospects.
* Ensure that the full portfolio of SME products is positioned to prospects in order to maximize the value of the breadth of product available.

DRIVE SOFTWARE SALES:
In Target installed base Accounts:
* Drive opportunities and generate revenue in a predetermined territory made up of installed base accounts, having ownership for full sales cycle for opportunities below defined threshold (threshold depends on account and industry)

* Responsible for closing non-complex opportunities with support of the TSE/AE when and if required
* Co-selling with TSEs by handling some tasks in the sales cycle
* Effectively execute prospecting efforts to maximize coverage within the assigned territory and discovering leads and opportunities through cold calling based on extensive market analysis (direct prospecting); through follow-up of Marketing Campaigns run by the Tele Marketing/Demand Generation Teams (indirect prospecting); through creating, executing and follow-up own Marketing Campaigns (indirect prospecting) and through leveraging partners, TSEs, AEs and further network (indirect prospecting).
* Co-sell with or hand over opportunities above threshold to Account Executives as necessary and required
* Build relationships using the appropriate systems and tools in order to increase customer loyalty and to become a trusted advisor for assigned territory/industry

In LME/Territory Accounts:
* Responsible for opportunities below threshold (defined by MU/country, e.g. 100K€)
* Co-sell with partners by coaching partner sales reps to shorten sales process and improve win rate in order to achieve real volume business, taking SAPs support strategy into account
* Keep direct contact with customers in agreement with partner
* Escalation of critical deals/customer issues to CSE with TSMs agreement
* Provide forecast for deals below threshold to the ISM and TSM. Ensure forecast and pipeline accuracy

PROACTIVE SELF DEVELOPMENT:
* On top of on-the job coaching as provided by ISM, the ISE should improve her/his sales skills along various dimensions (negotiation, communication, solution/industry expertise, competitive insight, etc.) as aligned and jointly prioritized with ISM.