Global Job – Summary
Primary purpose is to provide proactive and programmatic coverage of the SAP install base & prospect base to identify up-sell, cross-sell & new customer opportunities. Ensure maximum coverage of the account space, working in conjunction with Partners and field account executives where necessary.
The primary responsibility of the Inside Sales – Account Manager is to create new SW license opportunities and incremental revenue by systematic up & cross-selling. The ISE drives opportunity qualification and hand-over of opportunities to AE’s in Target Accounts segment; The ISE will remain engaged in the sales cycle through to deal closure. In addition the ISE remotely closes deals actively by himself in case of opportunities that have a lower level of complexity.
Key Areas of Responsibility
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 AE
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
Drive Software Sales
Drive opportunities and generate revenue in a predetermined territory made up of installed base accounts, being responsible for opportunities below defined threshold (threshold depends on account and industry)
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)
through leveraging partners, AE’s and further network (indirect prospecting)
Provide forecast for deals below treshold to the ISM. Ensure forecast and pipeline accuracy
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
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
Key Tasks
Identify sales opportunities within SAP install base customers
Manage up-sell and cross-sell opportunities through fulfillment with SAP install base customers
Identify Net New customer opportunities and as such drive the expansion of SAP market share
First-line resource for partner led transaction support
Leverage field resources or partners to manage sophisticated or complex transactions
Accountability:
Responsible for delivery outcomes of assigned sub projects
Work within defined policies and processes under regular supervision
Contribute to milestones
Build collaborative work relationships with similar functions across SAP and customer and partner organization
Complexity:
Contribute and works on sub projects and activities with moderate level of complexity
Work is independent & collaborative in nature.
Provide regular updates to manager or project manager on project status
Key Success Factors
Quantitative
Mandatory KPIs as defined in LoB LE global team compensation & benefits framework:
Own Software License Revenue (below threshold)
Linear quota achievement
Net New Names
Customer Satisfaction
Other defined KPIs:
Pipeline/ opportunity management/ lead generation
Activity metrics: # calls, time on the phone etc.
Qualitative
Competencies:
Level 2: Proficiency in the competencies required on respective level
Level 3: Proficiency in the competencies required on respective level
Enablement:
Level 2: Development Steps: Complete Level 2 Training Curriculum:
Complete training according to training plan for this level and pass assessments /certifications for key-content.
Level 3: Development Steps: Complete Level 3 Training Curriculum:
Complete training according to training plan for this level and pass assessments /certifications for key-content.
Innovation:
Level 2: Understands need to innovate and to develop the IS approach in order to expand the market reach. Shows initiative and generates ideas with impact in the market.
Level 3: Is creative in his approach to cover his territory. Learns from others and adapts quickly, in line with overall campaign- and activity planning.
Competencies & Skills
General Inside Competencies & Skills
Sales Skills
Level 2 – Uncovers needs - Able to formulate and ask effective S, P, I & N questions to uncover customer needs. Generating more consistent results
Level 3 – Creates and advances needs - Not only able to advance a need, but help create a need through their SPIN questioning techniques, and ability to consult on solving business pains. They are confident dealing with department heads to C-level contacts and can customize their message and approach as required
Process
Level 2 – Manages the pipeline - Able to see the big picture and string together daily activities to create plans and manage their business through improved anticipation, follow up, and systems. Able to explain the reasons for targets and standards and adapt easily to changes. Able to drive opportunities through to close
Level 3 – Manages their own business - Has all processes mastered, performs within the rules and find streamlined ways to accomplish tasks. Able to explain the relations between departments, functions and processes and can manage their own business and drive improvements
Product
Level 2 – Discusses SAP solution benefits that map to business needs - Able to introduce SAP solutions and explain each solution's benefits as they correlate to the customer’s business. Able to more easily connect customer issues with SAP solutions. Able to position SAP against common competitors and include industry trends, challenges, and buzzwords in calls.
Level 3 – Leverages business process and SAP solution knowledge to drive business conversations - Able to describe solution modules, features, and business benefits in detail, answer customer questions with minimal research, and discuss detailed functionality of SAP solutions with customers while relating it to their business. Able to conduct a fluent business conversation and confidently discuss product customizations, industry happenings, and competitors’ solutions.
Industry
Level 2 - Creates industry-based value statements to generate interest - Able to differentiate more clearly between SAP solutions, customize value statements and highlight benefits, and more easily connect customer issues with SAP solutions. Able to position SAP against common competitors and include industry trends, challenges, and buzzwords in calls
Level 3 – Speaks industry language - Leverages business process and SAP solution knowledge to drive business conversations: Able to conduct a fluent business conversation and confidently discuss industry events & happenings, and competitors’ solutions
Systems & Tools
Level 2 – Confident user - Able to consistently use more than one tool to do their job. They have gained accuracy and speed with the systems; information in the systems is more consistent and with fewer errors and omissions. Speed has increased but it may still take a larger than optimal portion of their day to use all of the tools properly.
Level 3 – Advanced user - Advanced in their usage of system and tools, using new tools and websites they have found. Their speed and advanced knowledge of the tools help streamline their workday.
Soft Skills
Level 2 – Professional - Able to represent themselves and SAP professionally, gaining high levels of respect from the customer. Although they may still stumble and miss sales opportunities due to inconsistent listening, they are gaining confidence and comfort.
Level 3 – Polished - Has ironed out all rough edges Their soft skills are helping the ISE establish rapport and nurture their opportunities and actually help advance the sales process and hit targets.
Location: Bangalore
