General Business Sales Executive - MidMarket Fresher's job

Business & Financial Acumen

• Understanding the customer’s entire end-to-end business model and be able to use that knowledge to develop unique SAP enterprise-wide solutions
• Tying economic, industry, sub-industry and business drivers to implications for the customer's business. Identifying non-obvious financial levers.
• Monetizing the value that SAP offers the customer
• Leading C-level conversations about financial directional, potential P&L benefit of deploying SAP software to support progress on their strategic business imperatives
• Linking the value of products and services with the deal price to overcome pricing objections

Influencing the Customer

• Preparing a complete plan outlining all the steps the customer will need to complete to reach an informed decision point
• Creating and delivering an insight that leads to differentiation
• Positioning the disruption that’s happening in the customer’s sub-industry to create a sense of urgency to drive transformation
• Positioning the advantages and challenges of various digital framework implementation engagement models.

Managing the territory as a Business

• Aligning the customer's strategic goals to SAP's competitive differentiators and map to SAP solutions
• Orchestrating, Influencing and leading VAT team functions and geographies to identify innovative and provocative points of view (POV) that help differentiate SAP as the digital platform of choice
• Aligning SAP and customer stakeholders and executives to the 4 Panel cadence model intended to align, prioritize and staff bidirectionally key initiatives

Demand Management & Pipeline Health

• Understanding key indicators of pipeline health (Coverage, Pace, Balance and Quality) and ability to recognize issues that must be addressed
• Creating a solid demand generation plan, leveraging multiple sources (i.e.: sales plays, marketing events, demand generation assets) and sales support teams

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SAP India is the fastest growing subsidiary of SAP SE, the world's leading provider of business software solutions. SAP India began its operations in 1996 with headquarters in Bangalore and offices in Mumbai, New Delhi, Kolkata, and a direct presence in nine cities across India, besides having marketing associates in Sri Lanka and Bangladesh.
Declared as the Hub of the year in Asia Pacific and Japan in 2007, SAP India witnessed an unprecedented growth of over 100% both in terms of license revenue and customer acquisition