Commercial Sales Representative

**What we offer**

**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**
- Minimum 3 years’ experience in Commercial Sales environment, as a Prime Quota carrier preferably in KSA market.
- 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**
- Business level English: yes
- Business level local language: yes
- Bachelor equivalent: yes
- Master equivalent: not required
- MBA / Ph.D: no

**We are SAP**

**Our inclusion promise**
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, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.

Requisition ID:328630 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time |