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Inside Sales Manager, SEA Job, Manila in Manila, National Capital Region

Management

Ref-Code: #
Work area: Sales
Expected travel: 0% - 20%
Career status:
Employment type: Regular Full Time
COMPANY DESCRIPTION
SAP is the global market leader for business software and thus contributes a considerable part of the world's economic power grid. At SAP you get your chance to put your ideas into action with maximum impact.Primary purpose of the Inside Sales Manager is to drive Sales Revenue, drive Territory-based Revenue Targets or Software Solution-based Revenue Targets (Specialists Solutions Sales). Be accountable for delivering the committed Sales Targets and Revenue forecasts. Drive Team coverage strategy and action plan during territory / account planning activity with support from Field Sales Managers/ Director in addition to Virtual Account Teams consisting of Presales, Consulting/ Education Managers and Industry Solution Directors. Manage a team of Inside Sales Executives and be responsible for the success of each one of them in addition to managing and driving Team Revenue Targets.
EXPECTATIONS AND TASKS
• Drive structured Demand Generation Execution and Pipeline Management • Ensure programmatic and systematic up Demand Generation process, includingcross - selling outbound activities in set of installed base Accounts and Net-new Accounts • Own and drive at least 3X pipeline targets on a rolling quarter basis • Managing pipelines and moving opportunities along the sales cycle to closure • Drive Incremental Revenues in assigned Territories/ Sales Segments • Execute effective outbound campaigns to maximize coverage of the Install base 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.• Drive the team to proactively make outbound call activities in top set accounts of his/her 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 SAP products is positioned to prospects in order to maximize the value of the breadth of product available. • Position SAP's Technology and Line of Business Solutions effectively. Learning and People Development • Mentor and coach Inside Sales Executives to be better in her/his salesskills along various dimensions (negotiation, communication, solution/industry expertise, competitive insight). • Be aware of the SAP competencies required for the Inside Sales Executives job and accordingly identify and drive development of team in sync with that • Be able to provide periodicfeedback to the team • Drive Sales best practices like CRM maintenance, Forecasting accuracy, pipeline discipline and customer and opportunity management • Periodic Reporting • Be responsible for periodic Revenue forecasting and pipeline reporting • Be Accountable for the accuracy of reporting
WORK EXPERIENCE
• 10+ years experience in Sales out of which last 3 years should have been in Sales Management experience in an MNC Software License Sales experience • Experience of having successful multi-channel go to market models and driven Indirect channel sales • Have experience selling ERP, Business Intelligence, Middleware, Database, Mobility and other Business Software Solutions like CRM, HCM, Supply Chain. • Very strong communication skills • Experience of having managed a team of at least 5-6 Sales Executives with strong People management skills • Strong understanding of the Enterprise and Technology software market
EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES
• Bachelor's/ University degree or comparable experience; MBA preferred • Business level English: Fluent • Local language: Fluent, Business Level • Opportunity Management (Small deal tracking) • Value Selling (Communicating Value, Positioning SAP) • Market & Competitive Awareness (Competitive Awareness) • Industry Knowledge (General Industry Knowledge) • Knowledge of SAP Solutions • Knowledge of Service Offerings (Knowledge of Service Offerings for LE) • Business Acumen (Financial trends & performance) • Communication (Presentation skills) • Sales Process Acumen (Knowledge of SAP Sales process) • Knowledge & Usage of internal Sales tools (Knowledge & Usage of internal Sales tools for LE)
Location
Manila
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