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Posted: Tuesday, 14 March 2017, 7:33

Requisition ID:
Work Area: Sales
Expected Travel: 0 : 50
Career Status: Professional
Employment Type: Regular Full Time
As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device : SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.
About the Role
The primary responsibility would be to generate demand across the Indian Sub : Continent. The BDM will be responsible to drive demand generation programs working along with Marketing, GPO, the Partner Ecosystem and the Field and Commercial Team Specialists. Strategic Customer program (SCP) and Key Enterprise accounts contribute significant revenue to SAP Ariba business. The candidate will work closely with the Global Account Directors (GAD) for each of the nominated SCP accounts for Management coverage and driving strategic initiatives aligned with a long term vision of the account. He/She will be the SPOC for Ariba for managing the engagement cycle and bring in the right resources: VE, Presales, consulting to drive value creation and deal engagement and focus on providing sales coverage to bring revenues. Planning the account strategy cohesively with the GAD's/ Key Enterprise leads, running campaigns and new initiatives, driving qualified pipe and converting the pipe will be a key charter.
Duties and Responsibilities:
:Partner with the various Ariba Teams to develop a strategy to generate demand across both the Upstream and Downstream areas.
:Own and implement the strategy along with the Ariba and SAP Marketing and DemGen teams, across the entire life cycle liaising with the multiple stakeholders.
:Design/co:design and implement programs as per the strategy.
:As required, own up the development and maturation of key leads and bring them to a stage wherein they can be handed over to the Sales Specialists.
:Work closely with extended SAP teams to build Ariba mindshare and include Ariba components into their business plans. Add to incremental revenue driven directly by SAP Sales team.
:Build credibility and a strong working relationship with decision makers in key opps who do not show an interest in our product line, but may need our solutions at some point in the future.
:Contact and generate interest from key prospects attained through demand generation programs.
:Be the "Friendly First Face" of Ariba shown to any client unfamiliar with our company and the solutions we provide
:Come up with innovative and path breaking ideas to improve business.
:Ability to work in complexity. Winning attitude and ability to take on challenging assignments. Should be a thorough professional with a strong sense of ethics.
:Understanding of Cloud is preferred.
Skills and Experience:
:15+ year of successful sales experience, mix of Key Account and Territory Management. Hunter profile.
:Documented success in annual and linearity targets : thorough understanding of the Sales Process.
:Relevant experience in developing a new patch and making it a successful revenue contributor would be a plus.
:Familiarity with the Procurement department and processes would be an added advantage.
:Articulate, friendly, optimistic, goal oriented and success driven
:Expert communication skills, verbal and written.
:Ability to work with virtual teams and generate synergistic results.
:Superlative organization and time management skills
:Experience working within an enterprise software sales organization, preferably MNCs.
:Post Graduate Degree in Management.
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• Location: Delhi

• Post ID: 34019143 delhi is an interactive computer service that enables access by multiple users and should not be treated as the publisher or speaker of any information provided by another information content provider. © 2017