Job Description

We help the world run better Our company culture is focused on helping our employees enable innovation by building breakthroughs together. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from. Apply now! ROLE DESCRIPTION As a Mid-Market Sales Executive, your primary responsibility will be to drive revenue growth by selling our products and services to mid-sized companies following SAP business strategy. You will develop and maintain relationships with key decision-makers, identify business opportunities which are mainly partner-driven in the Mid-Market-segment, and manage the sales process from initial contact to closing the deal. You will work closely with the sales team in conjunction with (i)PBMs and PBMs, marketing department, and other cross-functional teams to achieve sales targets and contribute to the overall growth of the organization. The MSE covers opportunities in partner- / SAP-accounts above a specific revenue threshold defined in the GTM-setup of the MU/Region. The objective is also to coach the partner-sales teams on building a productive pipeline as well as maximizing the revenue via active engagements on selected opportunities.

EXPECTATIONS AND TASKS Solution/ Industry specialized Business Development Aligns with PBMs on Partner Business Planning for the territory covered; identifies opportunities for further growth in the territory and becomes active, in collaboration with other GPO sales areas (PBMs, Inside Sales, etc.). Responsible for creation, monitoring and review of business development activities around the solution- or industry- specialization area. Defines innovative approaches to generate business and executes either directly or via the partner-sales teams. Drives core strategies and actions to ensure KPI achievement. Prospect, qualify, and generate leads of mid-sized companies within the assigned territory Conduct discovery calls and meetings to understand client needs, pain points, and business objectives Collaborate with internal teams to create customized solutions and proposals tailored to clients' requirements Deliver compelling sales presentations and product demonstrations to showcase the value of our offerings Negotiate and close deals, ensuring revenue and sales targets are met or exceeded Maintain accurate and updated sales records, forecasts, and pipeline through CRM software Coaches partner sales reps to interact with prospects in large or complex SW deals in his area of solution / industry expertise in order to position the value of the respective SW or industry solution as supported by ROI, business case development, references, and supporting analyst data. Ensures high conversion rate from pipeline to deal closure, Shortening of the sales process and improvement of win rate in order to achieve real volume business. Be an expert on the competition with their assigned industry and/or geography. Understand competitive threats (e.g., how to beat the competition). Drives deal closure by inserting him-/herself in big and complex opportunities of partners assigned. Balances his direct / indirect activities in order to maximize the revenue in the territory assigned. Enables partners to independently drive business Generally will be focused on volume segment and ensure alignment with Indirect Channel Mgt (respective Partner Business Managers, Inside Partner Business Managers) and Inside Sales based on key channel economics. Where available will act in strong interrelationship / be co-located with similarly specialized sales roles (e g specialized AEs in Enterprise segment in regional centers of Expertise) Monitoring the effective and appropriate use of SAP assets (i.e., Presales) by partners. Reporting on sales progress throughout the year; identification of deviations from plans agreed and actively engaging in measures to deliver goals agreed to.

WORK EXPERIENCE Minimum 7 years' experience in sales & indirect sales Profound knowledge in one or in several solution areas such as e.g. LoB, Mobility, In-Memory, S4 HANA Coud solutions, ByDesign, BA&T, B One, BAiO, Cloud or in a certain industry Knowing or having successful experience in multi-channel go to market models Understanding the principles of solution & cloud selling through Partners Knowledge and understanding of Indirect channel dynamics Knowledge of ERP market Local market knowledge and understanding Business level English: yes Business level local language: yes

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES Bachelor equivalent: yes Master equivalent: yes

We build breakthroughs together SAP innovations help more than 400,000 customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with 200 million users and more than 100,000 employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, we build breakthroughs, together. We win with inclusion SAP's culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone - regardless of background - feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world. SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training. EOE AA M/F/Vet/Disability: Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability. Successful candidates might be required to undergo a background verification with an external vendor. Requisition ID: 390544 Work Area: Sales Expected Travel: 0 - 10% Career Status: Professional Employment Type: Limited Full Time Additional Locations: #LI-Hybrid.