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Senior General Business Sales Executive
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**We help the world run better**
**Midmarket Sales executive - SAP Luxembourg**
**ROLE DESCRIPTION**
- The Midmarket (MM) business is SAP’s sales engine in the Midmarket segment. A career with us offers an outstanding opportunity to be part of a dynamic business that thrives on working with partners to lead our customers to success, with best-in-class digital sales techniques and innovations.
- The Midmarket Sales Executive (MSE) supports existing customers in their digital transformation towards cloud, is responsible for focusing on complex sales engagements and may be specialized on selected industries.
- The MSE covers opportunities in partner
- and/or SAP-accounts within an assigned Midmarket Field territory and will work in close collaboration with (i)Partner Business Managers, Solution Specialists and other members of the Virtual Account Team.
- His/Her objectives are to maximize revenue via active engagements on selected opportunities, ensure LACE methodology, and to help the partner-sales teams on building a productive pipeline.
- The primary responsibility of the Midmarket Sales Executive is to build and manage a pipeline of software license opportunities, in both Install Base and Net New Name customers, and deliver incremental revenue through upselling and cross-selling efforts.
- With a portfolio of Small & Medium Enterprise - focused offerings, the Midmarket Sales Executive has end-to-end responsibility for generating revenue for a set of assigned accounts in the Midmarket segment. This includes territory planning, pipeline development, and deal progress through to closure.
- As a MSE, you are expected to leverage best in class digital sales technologies, social tools, and offerings to succeed in winning business and creating lasting relationships with customers.
**EXPECTATIONS AND TASKS**
- Articulates SAP’s strategy towards customers and partners
- Drive incremental revenue in assigned territory. Responsible for territory strategy, coverage, planning, forecasting & Quota achievement.
- Demand generation planning to ensure coverage and collaboration with stakeholders across the organization, including Innovation & Optimization team, Marketing, Partner Business Managers, and others as required
- Responsible for creation, monitoring and review of business development activities around selected accounts. 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.
- Align with SAP Partners, engaging in territory planning, opportunity development, and offering pricing & solution support. Act as partners’ single point of contact during sales cycle by pulling in other SAP resources, including pre-sales teams, as needed.
- Creates and nurtures professional network with customers, partners and other infleuncers.
- Coaches partner sales reps to interact with end-customers in large or complex deals in order to position the value of the respective 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 within their assigned industry and/or geography. Understand competitive threats (e.g., how to beat the competition).
- Drives deal closure by personal involvement in larger and complex opportunities of partners assigned. Balances direct & indirect activities in order to maximize the revenue in the territory assigned.
- Reporting on sales progress throughout the year; identification of deviations from plans agreed and actively engaging in measures to deliver goals agreed to.
**WORK EXPERIENCE**
- Minimum 7 years experience in sales
- Experience in multi-channel go-to-market models and Indirect channel dynamics
- Understanding the principles of solution & cloud selling through Partners
- Knowledge of ERP market and software industry
- Local market knowledge and understanding
- Business level English: yes
- Business level local language: yes
**EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES**
- Bachelor equivalent
- Master equivalent
**We build breakthroughs together**
**We win with inclusion**
SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone - regardless of background - feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.
**EOE AA M/F/Vet/Disability**:
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethni
