Sales Manager

Bachelor of Business Administration (Management)

Nationality: Any Nationality

Vacancy: 1 Vacancy

ROLE DESCRIPTION
• Responsible for building and leading a world-class team that will sell SAP's solutions via aggressive and value-based market penetration strategies.

EXPECTATIONS AND TASKS
• Recruits a team of high-caliber sales talent, introduces strong sales processes, supports the development of a full pipeline of sales prospects, engages customers and partners at the executive level, motivates the sales team, resolves conflicts, removes barriers, and provides recognition in the pursuit and achievement of sales revenue and profitability.
• Defines a vision and creates a winning strategy that draws upon the strengths of SAP and responds to specific market needs, generating competitive advantage in existing markets and developing consistent new revenue streams that will guarantee short- and long-term achievements.
• Develops and applies an in-depth understanding of SAP's processes/procedures and sales tools/systems, as well as the enterprise market, including industry, marketplace, strategies and trends, competitors, and competitive tactics to develop an effective long-term sales strategy and plan.
• Demonstrates outstanding execution throughout the sales cycle, ensuring SAP's sales methodologies and common processes are in place and defining clear territory engagement guidelines.
• Monitors and takes necessary measures to ensure an adequate pipeline of opportunities and demand generation for sustainable growth.
• Utilizes a disciplined approach for successful solution selling (Value-Centric Sales Approach), establishing and maintaining accurate, timely, and documented sales revenue forecasting procedures, providing required updates to SAP executive management.
• Ensures there is a proper business case with clear and attractive ROI impact on each proposal SAP presents.
• Builds a network of executive relationships across industry, community, and business groups, and with key partners and customers to stay current on issues impacting business and sales, providing meaningful strategic advice to retain and grow their business through integrated solutions.
• Stays current and informed on all new campaigns, understanding their objectives and relevance, communicating to the sales team, and ensuring all involved know their roles in making campaigns successful.
• Supports the development of solid references.
• Drives the team towards expected market penetration and customer/partner satisfaction levels.
• Takes advantage of internal VAT (Virtual Account Teams) as well as development and support organizations, involving them in the early stages of the sales cycle and driving expected results.
• Inspires and influences internal stakeholders, experts, and other resources not under direct control, helping to remove obstacles and achieve goals.
• Drives each sales team member toward expected quarterly and annual sales objectives.
• Facilitates alignment and effective communication within the sales team and internal/external key partners/customers and promptly resolves any conflict to encourage harmonious and productive interaction.
• Facilitates individual growth and development of the sales team, setting objectives, performance standards, and priorities, coaching, and acting as a role model on sales approaches and account leadership.
• Effectively manages remote resources, dedicating quality time and leveraging the company’s resources.
• Embraces GCO Sales University, leveraging available tools and supporting people training initiatives.
WORK EXPERIENCE
• 15+ years of experience in sales of complex business software / IT solutions
• Proven track record in business application software sales
• KSA Public sector experience essential
• Experience leading/managing in a team selling environment.
• Demonstrated success with complex, long-cycle sales campaigns in a fast-paced, consultative, and competitive market.
• Demonstrated success negotiating complex contracts.
• Demonstrated knowledge of consultative selling methodologies
• Proven abilities in managing highly complex organizations and applying risk-mitigation strategies to customer
• Business level English: Fluent
• Local language: Fluent, Business Level
• KSA Based candidates preferred
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES
• Bachelor equivalent

Company Industry

• IT - Software Services

Department / Functional Area

• Business Development