Inside Sales Manager, Middle East South Job.

COMPANY DESCRIPTION

SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.

As a people manager, you are responsible for supporting the success of not only your direct reports, but the success of all employees within the larger team you are a part by helping to identify development opportunities and supporting team members to achieve their goals. You are expected to know about the members of your extended team and share insights with your peer managers. Look for opportunities to coach and recognize employees directly and provide just-in-time feedback so that employees can reflect on your input immediately.

To support you in this responsibility you can view relevant information via Success Map for your entire organization. This business execution tool supports you in leading the success of your organization by providing you with information to guide your direct reports in following through with their responsibilities. Act as a role model by coaching and recognizing your direct reports and providing just-in-time feedback and expecting the same of your direct reports.

Sales Strategy

• In conjunction with Inside Sales Leaders, builds the strategy, models and designs features of the Inside Sales route-to-market for assigned Region and its Market Unit in order to maximize business impact and increase scalability of the model while ensuring consistency and clear agreement on any market-necessary exceptions
• Supports the evolution of the Inside Sales Strategy in alignment with the overall SAP GTM strategy, actively promoting the vision for Inside Sales becoming a self-sufficient route to market and the Centre of Excellence for remote selling activities, providing incremental, predictable revenue, optimized coverage, agility, and lower cost of sale with a focus on solution specialization.
• Creates and communicates SAP’s overall Inside Sales Strategy to all key executive stakeholders internally and externally
• Identifies key areas (regional, industry segment, etc.) of the Inside Sales channel which will enable SAP’s growth in the key Enterprise and Volume segments
• Prioritizes these areas according to market potential and develops actionable implementation plans in accordance with regional and local business requirements and ensures an ongoing review process in order to be able to timely react on competitive challenges and market dynamics
• Streamlines and clearly defines the process of Lead Generation, Demand Generation and Deal Execution in conjunction with Field Sales, Marketing, eCentre Leaders, Inside Sales Innovation and Optimization team, Inside Sales Operations, Channel, Solutions and other key stakeholders as required
• Acts as business sponsor for Inside Sales strategic programs and projects as requested
  
  Sales Management
• Responsible for coverage and execution of entire territory in Middle East South region, top deal status review, forecast on revenue and net new names by customer segment, RTM (direct vs. indirect), education and consulting and other dimensions.
• Promotes an effective approach to improve the Inside sales channel in his territory taking the regional / local flavor into account. This includes the definition of appropriate processes, systems and tools.
• Oversees the fulfillment of key sales KPIs (quota, budget, channel mix, mix of target and territory account business) on a regional / MU level
• Manages and drives sales execution according to business targets in order to significantly contribute to SAP ambitious growth and acquisition of new customers in Key, Enterprise and Volume segments
• Review of top deal status, account- and opportunities plans<