Hi,
We have the following positions with a Canada
based IT Product Company.
See if you or any of your
Friends/Colleagues are interested- if Yes- Kindly send Resume indicating
Position applied for.
You can send us your profile at surendra@pivotal.co.in “or” surendrahre@gmail.com
or you may call at +91 80
4126 2220/21 or +91 99867 39628 for further details.
Job Title: SAP Business Development
Manager
Location: Mumbai
Experience: 8-10Yrs
Objective:
The SAP Business Development Manager (BDM) is responsible
for delivering revenue and
pipeline fulfilment against a defined quota for
SAP-related solutions in their assigned
territory.
Overview & Organizational Alignment:
This role reports to the Company Director of SAP Business
Development in APJ. The
Business Development function sits within the Alliances
organization, reporting through
to the Head of APJ Sales at Company. The BDM territory
assignment will align
geographically to key SAP Hubs (eg SAP Australia/New
Zealand) to ensure effective
coverage of the partner’s field resources and GTM
execution structure.
This is a sales-oriented role objectified to develop an
assigned territory and set of SAP
accounts. It requires heavy collaboration with the SAP
field sales organization to create
partnering opportunities for joint sales activity and
engagements. To achieve this
objective, the BDM works outbound with SAP field stakeholders
in their assigned territory
to drive the execution of a joint business plan spanning
key activities such as enablment,
territory analysis & planning, demand generation, deal
execution, delivery skills
development and customer references. As a part of this
process, they engage in local
events, sales meetings, account planning sessions, local
marketing events, etc. to
evangelize and educate their SAP field counterparts on Company.
They engage in early
stage opportunities to qualify and solidify the value
proposition of Company for the
customer to establish the sales cycle.
In addition, the role requires internal collaboration and
an ability to work cross functionally
with various Company resources including Sales, Presales,
Marketing, Global
Alliances and other support resources. Further, the BDM
commands a strong
understanding of the Company SAP Solutions, the business
value derived from the our
integrated solutions with SAP, and can articulate the
business transformation impact for
SAP target markets.
To successfully build the territory accounts and resultant
pipeline and revenue, the BDM
role requires a sales-oriented skill set biased toward
accountability, actionability and
persistence. As part of the partnership development
aspects critical to this role, it also
requires a bias toward relationship building and a
service-oriented skill set capable to
assist and help the partner while ensuring Company goals
are met in process of these of
sales pursuits.
Primary Duties
This position is accountable for, but not limited to, the
following responsibilities:
Ø Develop regional territory plan to attain pipeline and
revenue goals for the region
Ø Monitor and manage pipeline and revenue plan progress to
ensure attainment of revenue goals
Ø Manage relations and interface with key SAP field
stakeholders to create highvalue, field-level
relationships that ensure adequate pipeline to meet revenue goals
Ø Participate in joint activities to create
pipeline—networking, joint planning, and
Ø targeted sales campaigns in their territory
Ø Support SAP & Company Account Executives to evaluate
and diagnose customer requirements to qualify opportunity fit for Company’s
suite of SAP solutions
Ø Co-sell Company SAP solutions with Company and SAP Account
Executives
Ø Establish the solution fit, initial strategy and vision
for the prospect in early stages of sales cycles to enable hand-off to Sales
AE’s and Presales in the sales cycle process
Ø Partner selection / acquisition / validation together with
regional Channel organization, in coordination with SAP, Alliances and
Professional Services, and then monitoring the execution of the business plan
together with regional Alliances organization
Ø Engagement with licensed customers to ensure project
success, customer referencibility, ensuring Company is part of their future
roadmap and spotting opportunities for up-sell & cross-sell.
Ø Travel across the assigned territory as required to attend
physical meetings
Qualifications
Ø Minimum of 5+ experience in field sales experience or
related partner management and partner sales experience
Ø Demonstrated track record to meet or exceed quotas, either
in direct field sales roles or in partner management/partner sales roles
Ø Experience working with SAP or other large ERP vendors and
related markets highly desirable
Ø Proven ablility to work with cross-functional sales,
marketing & related teams to achieve objectives while operating as a team
player
Ø Strong written and verbal skills including communication
and presentation skills
Ø Strong understanding of sales and marketing principles
Ø Strong program and project management skills
Ø Demonstrated experience in the development of enabling
programs for sales and
Ø partner channel
Ø Demonstrated ability to articulate, communicate and
educate external audiences including partners and customers, on the business-level
value propositions of complex solutions and/or related software solution
offerings
Other/Additional:
KPI’s
·
Net new
pipeline creation: Addition of new opportunities into
the pipeline to
·
support rolling 4 quarter coverage
and growth
·
Measured & paid quarterly
·
Pipeline value and qty at stage 2 or
higher in SF.com and demonstrated in
·
SF.com as passed by BDM to AE from
stage 1 to stage 2
·
Direct or indirect/partner
transactions
·
Territory
Revenue: Attainment vs. annual sales quota for
territory
·
Measured & paid quarterly
·
Measured by closed revenue in SF.com
·
Customer
satisfaction: Additional reference customers for
territory
·
Measured & paid quarterly
·
Measured by new reference customer
signed and/or collateral such as a
case study generated approved for external use