Commercial Sales Poland

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At SAP we keep it simple: you bring your best to us and well bring out the best in you. Were builders touching over 20 industries and 80% of global commerce and we need your unique talents to help shape whats next. The work is challenging but it matters. Youll find a place where you can be yourself prioritize your wellbeing and truly belong. Whats in it for you Constant learning skill growth great benefits and a team that wants you to grow and succeed.

Commercial Sales is responsible for Sales via digital media and via phone to both existing and new customers in the Lower Mid-Market segment. They build and manage a pipeline of Software License and Cloud opportunities and deliver incremental revenue through upselling and cross-selling efforts.

The core tasks include:

• With Presales to deliver outstanding customer experiences and with the Partner Business Managers to align our objectives with our partner ecosystem.
• Connect digitally with the market (potential customers) to drive sales with SAPs Social Digital and Content tools.
• End-to-end responsibility for generating revenue in the Lower Mid-Market for a set of assigned accounts including territory planning pipeline development and deal progress through to closure for both existing and new customers.
• Collaborate with an extended team of resources to assure successful territory management
• with Marketing to cover the market and build a healthy pipeline
• with Presales to deliver outstanding customer experiences and
• with the Partner Business Managers to align our objectives with our partner ecosystem.
• Extensive use of cutting edge Digital technologies to ensure compelling customer interactions.
• Act as partners single point of contact during sales cycle by bringing in other SAP resources including pre-sales teams as needed.

Key Responsibilities & Tasks

• Sales Execution through effective Territory/ Account Management and Franchise Sales Process
• The Commercial Sales Executive (CSE) should drive incremental revenue and prime quota attainment within assigned territory fully responsible for territory strategy customer engagement/ coverage forecasting planning and closing transactions. Prime quota attainment.
• Actively engage with the market by leveraging the Digital Sales Motion which combines Social Digital and Content tools to bring remarkable customer experiences to our customers.
• Drive effective quarterly/annual sales execution in accordance with the Franchise Sales methodology.
• Align with SAP Partners engaging in territory planning opportunity development deal strategy and offering pricing and solution support and deal closing. Act as the partners single point of contact during the sale cycle by pulling in other SAP resources including presales teams as needed.
• Communicate the sales plan and performance to goals regularly with key stakeholders.
• Update and maintain reporting tools such as CRM to ensure accurate pipeline management.
• Generalist with sales bag that includes solutions from across SAPs portfolio with a focus on solutions where Commercial Sales is the primary route to market
• Pipeline Management
• Demand generation planning and execution to ensure coverage collaborating with key stakeholders including GB/region marketing solution marketing Partner/Channel management and others as required.
• Qualify leads and progress throughout the entire sales cycle to close.
• Maintain sufficient pipeline to support quota attainment every quarter.
• Proactive Self Development
• On top of on-the job coaching provided by the Commercial Sales Manager (CSM) the CSE should improve her/his sales skills along various dimensions as defined in the SAP Commercial Sales STEP framework. CSEs are expected to actively work with their management to use the framework to build sales/deal closing and customer engagement skills.
• CSE are fully engaged in the STEP program and progressing thru the middle levels of the program - with proven proficiency
• Solution Certification is mandatory for all CSEs for their primary solution areas.
• Use SAP Career Success Center Sales Academy and other resources as agreed upon with manager to gain additional skills that enhance productivity.

Experience and Education

Experience & Language Requirements

• Minimum 3 years experience in Commercial Sales environment as a Prime Quota carrier.
• Knowing or having successful experience in multi-channel go to market models
• Knowledge and understanding of Indirect channel dynamics
• Knowledge of ERP market for generalist CSE
• Knowledge of specified solution for specialist CSE
• Familiarity of the Mid Market segment preferred
• Business level English
• Business level Polish

Education
Bachelor equivalent

Bring out your best

SAP innovations help more than four hundred thousand 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 two hundred million users and more than one hundred thousand 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 you can bring out your best.

We win with inclusion

SAPs 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 world.

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Successful candidates might be required to undergo a background verification with an external vendor.

Compensation Range Transparency

SAP believes pay transparency is essential for cultivating an honest supportive and inclusive culture representing a significant step in our commitment to leading the way in achieving pay equity. SAP provides the annualized compensation range which includes both base salary and variable incentive targets for the career level of the posted role. The target range for this position is 161.400 - 309.400 PLN gross / year.The actual amount offered to successful candidates will fall within this range and will depend on factors such as education skills experience and role scope as determined during the selection process. Any SAP variable incentive includes a target amount with the actual payout depending on both company and individual performance. Please reference this link for a summary of SAP benefits and eligibility requirements on SAPs Benefits and Rewards site.

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Requisition ID: 450907 Work Area: Sales Expected Travel: 0 - 10% Career Status: Professional Employment Type: Regular Full Time Additional Locations: #LI-Hybrid