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Business Development Expert

Job 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.

 

PURPOSE AND OBJECTIVES

 

A healthy pipeline is a leading indicator for Successful business outcome. It is future focused and provides significant impact in building a future ready business. Demand Gen(DG) Lead in the is at the forefront of this exciting opportunity and is responsible for driving the demand generation plans with pipeline build strategies and development of strategic DG programs.

 

The DG Lead brings a sense of purpose and fun to the hard craft of building quality pipeline. He or she will act as a Trusted Advisor to the COO and Senior Sales Leaders by driving high impact demand generation programs and enablement plans based on pipeline health and strategic business priorities.   

 

Expectations and Task:

 

  • Build a high impact DG portfolio comprising regional sales plays, Industry prioritized market unit sales plays, Top Accounts pipeline and DG activities.
  • Drive the prioritized portfolio through the programmatic execution of agreed tactics and sales motions.
  • Collaborates with Virtual Account teams such as DTO, Marketing, Partners to build a consolidated and Integrated DG strategy and its execution
  • Fosters a culture of data driven DG efforts through pipeline heatmaps, Demand Management dashboard, Crystal Ball (digital account intelligence platform) etc
  • Build a community of BD/DG teams in the MU to drive process and operational synergies,
  • Run enablement programs for various sales plays by engaging the right content providers
  • Run Partner focus events and Industry academies aligned to the DG portfolio
  • Understand the Market Unit demographics to provide high-value Sales Program/Play recommendations to the Industry & Solution AEs based on their specific industry focus areas, account whitespace and LOB targets through specific pipeline clinics
  • Manage across silos to deliver high impact programs with minimum time to revenue
  • Ensure new revenue programs can be commercialized and are executable in a target market. Focus on driving profitable revenue results, executing on revenue generating programs
  • Lead periodic pipeline reviews with the COO and Senior Sales Leadership focused on securing buy-in and driving execution of these recommendations
  • Create transparency and reporting of DG Strategy and programs to MU senior leadership team, our partners, our sales field, and our marketing team for complete and ongoing Buy-In

 

Specialist Experience

  • Exceptional relationship building skills, ability to collaborate & sell internally to achieve targets
  • Strong financial & business acumen, and an understanding of SAP’s Strategy and APJ GTM goals, JP 3.0, Asia Soaring Strategy, with the ability to translate these into high-impact actionable plans for the MU and AEs
  • Good oral and written executive communication skills (Japanese and English)
  • Strong Project Management skills
  • Ability to translate process into value-add business activities
  • Passion to challenge, improve and innovate at both a personal and organizational level
  • Understanding of GCO franchise 4 success process
  • Knowledgeable about how organizations work; knows how to get things done through formal and informal channels;

 

EDUCATION AND QUALIFICATIONS

- Bachelor’s Degree or Equivalent Work Experience Required

- MBA or Equivalent Degree Strongly Preferred

 

WORK EXPERIENCE

- Professional experience in Sales or Business Development with large, multi-national software/IT organizations

- 8-15 years prior relevant solution sales/business development experience

- Knowledge of Sales Operations and proven success in lead the Demand management efforts is desirable

- Viewed as a sales expert across SAP, capable of leveraging an extensive network to craft impactful demand plans resulting in pipeline and revenue growth.

- Proven track record of driving business results

 

 

 

Please note that all information in this job description is accurate at the time of posting. Please be aware that companies may change details and/or closing dates without notice.

 

Job Summary

Company
SAP
City
Tokyo
Country
  • Japan
Industries
  • Technology
Job Type
  • Full-time
Salary
  • Negotiable
Reference
GWP273465
Posted
11 April 2019
Applications Deadline
01 June 2019

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