Jobs in Egypt - Inside Sales Manager, Middle East South at SAP

Inside Sales Manager, Middle East South at SAP

Location : New Cairo

Job Description:

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 for key deals requiring senior management support
• Promotes appropriate involvement of partners in sales cycles for target and territory accounts in order to drive aspired indirect SW license revenue target and achieve target profitability within assigned territory(ies)
• Drive Services revenue through Education Revenue and Services Bookings targets.
• Coordinates the Inside Sales activities with broader sales, marketing and solution initiatives to ensure alignment and integration with SAPs global strategy
• Monitors execution of activities across regions and key countries, identifies risks and defines / implements activities to prevent critical situations.

Pipeline and Demand Management

• Accountable for managing the Inside Sales pipeline to ensure attainment of Inside Sales business unit targets and performance goals
• Ensures healthy license pipeline is in place for assigned Region
• Engaged in design of Demand Generation activities jointly with Inside Marketing and Inside Sales Innovation and Optimization team and regularly reviews both the Services and SW license revenue pipeline, consolidates and communicates Services and SW pipeline progression and revenue forecast to Services, TSM and/or MU leader
• Develops, drives and implements sales initiatives and campaigns with Marketing and eCentre Leaders in order to accelerate pipeline build and revenue conversion following Inside Sales requirements

Territory Planning

• Creates, monitors and reviews the overall Sales Strategy for the Region/MU in close collaboration with Field Sales and Solution Management while promoting Inside Sales as a self-sufficient route to market.
• Ensures sales territories are defined and accounts are allocated (target acquisition accts, territory acquisition accts, installed base); reviews performance on a regular base and requests adjustments necessary
• Allocates appropriate resources (ISE’s, Presales, etc.) and targets in the light of territory potential, coverage needs and channel capacity & capability; reviews resource allocation on a regular basis and adjusts accordingly
• Drives territory planning for each territory via the ISM’s and in alignment with Field and Services Sales and Solution Management on a regular basis
• Conducts regular business review meetings or forecast calls
• Provides feedback to executive Field, Services and Solution Management on engagement level with Inside Sales Team

Relationship Management

• Plans, builds and maintains strong business relationships with key strategic customers/partners and executives on a global and regional level to help drive Inside Sales strategic priorities
• Ensures successful roll out of programs and offerings in key markets in close cooperation with SAP’s internal units, via partners and/or leveraging marketing events
• Monitors success of Inside Sales programs and offerings on global and regional level, evaluates results based on common targets and initiate enhancement of activities in order to drive SAP’s growth targets

Deal Support / Escalation Management

• Supports Inside Sales team in top deals / complex sales opportunities whenever high degrees of seniority, industry knowledge and knowledge of the overall strategy are required
• Handles issues within the organization that require senior management attention
• Manages customer / partner escalations in a proactive and professional manner in order to maintain satisfaction levels and to secure future business
• Ensures timely roll-in of customers’ requirements regarding necessary advancements of Solutions, Processes, Systems and Tools

Leadership / People Development

• Drives in conjunction with Inside Sales Innovation and Optimization and eCenter trainers, the execution of ongoing training and coaching programs to ensure high level of expertise and effectiveness, high employee satisfaction and increased sales readiness for all individuals in his territory
• Drives business and operational change within the team to drive highest levels of employee satisfaction
• Initiates recruiting and drives evaluation process of new team members in the light of coverage needs
• Oversees and is accountable for the recruitment, development and management of the Inside Sales Business Unit
• Manages and motivates the team to meet goals and to introduce innovative strategies for successful coverage.

Job Requirements:

Education:

• Bachelor degree or equivalent.

Relevant Experience:

• 15+ years software Inside or Field Sales experience with deal closure responsibilities
• 8+ year Inside Sales management experience, preferably in the enterprise software space

Technical Knowledge/ Skills/ Training required:
– Sales coaching

– Industry/Vertical-specific experience as appropriate

To Apply:
https://jobs.sap.com/job/Cairo-Inside-Sales-Manager-Job-C/516394701/

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