Commercial Sales Senior Representative

Requisition ID: 361566
Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time
Career Level: T3
Hiring Manager: Ahmed HISHAM
Recruiter Name: Tania AL SEMAANI
Additional Locations:
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**ROLE DESCRIPTION**

**EXPECTATIONS AND TASKS**
- Sales Execution through effective Territory/ Account Management and Franchise Sales Process
- The Commercial Sales Executive (CSE) should drive incremental revenue and prime quota attainment within assigned territory, fully responsible for territory strategy, customer engagement/ coverage, forecasting, planning, and closing transactions. Prime quota attainment.
- Actively engage with the market by leveraging the Digital Sales Motion, which combines Social, Digital and Content tools to bring remarkable customer experiences to our customers.
- Drive effective quarterly/annual sales execution in accordance with the Franchise Sales methodology.
- Align with SAP Partners, engaging in territory planning, opportunity development, deal strategy, and offering pricing and solution support and deal closing. Act as the partners’ single point of contact during the sale cycle by pulling in other SAP resources, including presales teams, as needed.
- Communicate the sales plan and performance to goals regularly with key stakeholders.
- Update and maintain reporting tools such as CRM to ensure accurate pipeline management.

**Focus Area - Develop deep solution understanding in designated product areas**
- Generalist with sales bag that includes solutions from across SAP´s portfolio with a focus on solutions where Commercial Sales is the primary route to market or
- Solution specialization focused on selling only from a specialist sales bag: Applications, Analytics, HR, CEC, Database and Technology, Mobility, or other as defined by management

**Pipeline Management**
- Demand generation planning and execution to ensure coverage, collaborating with key stakeholders including GB/region marketing, solution marketing, Partner/Channel management, and others as required.
- Qualify leads and progress throughout the entire sales cycle to close.
- Maintain sufficient pipeline to support quota attainment every quarter.

**Proactive Self Development**
- On top of on-the job coaching provided by the Commercial Sales Manager (CSM), the CSE should improve her/his sales skills along various dimensions as defined in the SAP Commercial Sales STEP framework. CSE’s are expected to actively work with their management to use the framework to build sales/deal closing and customer engagement skills.
- CSE are fully engaged in the STEP program and progressing thru the middle levels of the program - with proven proficiency
- Solution Certification is mandatory for all CSEs for their primary solution areas.
- Use SAP Career Success Center, Sales Academy and other resources as agreed upon with manager to gain additional skills that enhance productivity.

**WORK EXPERIENCE**
- 9+ years’ experience in Commercial Sales environment, as a Prime Quota carrier.
- Knowing or having successful experience in multi-channel go to market models
- Knowledge and understanding of Indirect channel dynamics
- Knowledge of ERP market for generalist CSE
- Knowledge of specified solution for specialist CSE
- Familiarity of the Mid Market segment preferred

**EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES**
- Fluency in English and Arabic national langauge
- Business level local language: yes
- Bachelor equivalent: yes

**SAP'S DIVERSITY COMMITMENT**

To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy