Commercial Sales Manager
Bengaluru, Karnataka
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, the Commercial Sales Manager (CSM) is 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. You should look for opportunities to coach and recognize employees directly and provide just-in-time feedback so that employees can reflect on your input immediately. You should develop and drive a sales culture and overachieves prime revenue targets.

Sales Strategy

Communicates SAP’s overall Commercial Sales Strategy to all stakeholders internally and externally
Identifies key areas (regional, industry segment, solution segment, etc.) of the Commercial Sales route-to-market which enables SAP’s growth within assigned segment, territory and/or LoB
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
Drives implementation of processes for Lead Generation, Demand Generation and Deal Execution in conjunction with Marketing, eCenter Leaders, Commercial Sales Operations, Channel management, LOB/Solutions and other key stakeholders to insure overachievement of quarterly and annual sales quota

Build, Develop and Motivate the Team

Build and lead a world class Digital Sales Team that is responsible for driving SAP’s revenue stream with partners in the General Business segment. The team drives revenue with our Digital Sales Motion using Digital tools for Social, Video and Content.
Manages and motivates a team, from new hires to seasoned professionals, to meet sales goals while also improving/increasing sales readiness.
Understand the importance of success as a team and coach and develop individuals to maximize each team member’s results.
Set individual performance expectations, objectives, standards and priorities, providing development opportunities and training, and recognizing achievement of revenue, profitability and customer satisfaction goals. Provide on-going feedback for development and growth of individual team members.
Act a role model for the team and key stakeholders - sharing their passion for success, growing the business and bringing value to our customers. Lead by example with use of proven digital sales techniques that drive revenue in their own deals.
Deliver incremental New Name customers and revenue to SAP
Fully aware of all levels of STEP program. Provide guidance to CSE on development and coaching of sales skills

Drive Revenue and Grow the Business

Develop and execute a competitive sales business plan to drive consistent revenue streams and achieve market growth goals.
Monitor success of Commercial Sales programs, evaluate results based on common targets and initiate enhancement of activities to drive SAP’s growth targets.
Allocate appropriate resources and targets considering territory potential, coverage needs and channel capacity & capability; review resource allocation on a regular basis and adjust accordingly.
Conduct regular business review meetings, including forecast calls with senior management. Conduct quarterly business reviews and drive improvement across MU, Team, Region. Captures and shares best practices across the team, globally and regionally.
Review and manage the Commercial Sales pipeline for assigned area of responsibility to ensure attainment of Commercial Sales business unit targets and performance goals.
Develop, drive and implement sales initiatives and campaigns with marketing and other stakeholders to accelerate pipeline build and revenue conversion.

Relationship Management

Build and maintain business relationship with key management personnel and partners within the country to drive strategic priorities of the team.
Inspire and influence internal and external stakeholders, experts and other resources not under direct control, helping to remove obstacles and goal achievement, including the Executive Sponsorship of ‘Must-Win Deals’.
Ensure 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.
Share best practices across countries/regions/e-Centres through regular interaction.

Deal Support

Support Commercial Sales team in top deals / complex sales opportunities whenever high degrees of seniority, solution knowledge and knowledge of the overall strategy are required.
Represent the business within the organization that require senior management attention and/or support.
Manage customer / partner escalations in a proactive and professional manner to maintain satisfaction levels and to secure future business

Experience & Language requirements:
Minimum 6 years software Commercial or Field Sales experience with deal closure responsibilities; sales experience in a cloud environment and selling motion is great advantage.
Minimum of 1-3 year Commercial Sales or field sales/partner sales management experience, preferably in the enterprise software space
Sales coaching
Mid-Market sales experience required, field sales experience is an advantage.
Experience working in a matrix or cross-functional organization and management of multiple stakeholders across the sales cycle an advantage.
Delivery against Net New Name targets, an advantage.
Industry/Vertical-specific experience as appropriate
Business level English: yes


Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now.

To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

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