Solution Sales Executive

**We help the world run better**

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.

**What you bring**

Sales Management-Support the region to maintain a strong Channel Growth
- Lead, plan and execute sales, marketing and channel strategy to drive business outcome
- Execute GTM core strategies/action in alignment with Global business priorities
- Drive sales through B1 channel and Ensure the Channel Partners business objectives are met in accordance with the growth target & SAP software/subscription revenue recognition guidelines
- Support Channel Partners managing SAP sales process and Build up programs to support channel partners in growing their overall business (New/ Existing license revenue, Net New Names, Green field penetration)
- Take on accountability for a high conversion rate between pipeline to deal closure. Be an expert on the competition with their assigned industry/ geography, identify competitive threats, & derive an executable plan to mitigate the risk
- Take on accountability for a high conversion rate between pipeline to deal closure. Be an expert on the competition with their assigned industry and or geography and identify competitive threats
- Support the partners to manage/navigate SAP sales process to drive simplicity. Shortening of the sales process and improvement of win rate in order to achieve a good mix of volume & value business
- Convince partners to carry other SAP Cloud Products that complements their B1 business to support SAP’s overall Cloud Strategy

Channel Recruitment, Development & Enablement
- A growing Self-Sufficient Ecosystem
- Clear understanding of the value proposition on partner economics and guide the team on strategies for partner profitability

Prepare & manage a comprehensive Channel Development & Enablement strategy Drive creation, monitoring and review of Business Development activities around the
assigned product portfolio. Define innovative approaches to generate business and execute either directly or via the channel or SAP stakeholders. Drive and Participate in strategy formulation aiming to build a self-sufficient eco-system to grow the business
Leverage Global or regional resources to develop Partner Sales & Implementation Capability
- Ensure adequate Channel Partner capacity in both pre-sales and post-sales to maintain a YOY growth

Communication
- Build and maintain strategic partnerships with key decision makers internally and in partner and customer organization

Ensure understanding, trust and open cooperation on management level and below through effective and appropriate communication
Optimize communication style according to different stakeholders, situation and media
- Formulate clear management objectives and strategies and ensure understanding
- Communicate unpleasant messages in a timely and constructive manner

Stakeholder Management
- Collaborate closely with marketing to drive demand generation continuously throughout the year & ensure timely reporting on the ROl in view of value & volume
- Align & Cooperate with Mid Market account team & partner organization to increase revenue performance and partner readiness for Cloud Product Cross-Sell
- Close alignment with all relevant stakeholders (including product management team) to drive business outcome

**What you bring**
- +10 years of experience in channel sales management with ERP solution in the SME segment preferably in a regional role.
- Ability to lead, plan and execute demand generation strategy with partners
- Ability to do GAP analysis and determine the appropriate actions to improve on the business outcome
- Sound understanding of territory management
- Experience in driving ISV sales engagement is a plus
- Ability to manage by impact and influence without reporting lines
- Change agent for delivering results focusing on business outcome and not just reporting them
- End to end business process knowledge as to be able to share best practices and contribute to account strategy / development of sales cycle
- Strong presentation & influencing skills Strong program management skills
- Work effectively in a virtual team environment and generate high impact results
- Intellectual curiosity(ability to stay current.. stay at the cutting edge)
- Thought leadership and act trusted advisor

**Location: Mumbai**

**Bring out your best**

**We win with inclusion**

SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone - regardless of bac