Business Development Manager

The Business Development Manager will be focused on selling into new and existing/named accounts in an assigned vertical and geographic territory. A successful candidate will need to use consultative selling skills to clearly understand customer/prospect business requirements and recommend the best SAP S/4HANA solutions to meet their business objectives. This individual will focus on a broad number of existing customers within a mid-market territory (across companies of revenues of +150 crores and less than 1000 crores).

We are looking for customer-focused Solution Sales Specialist to strengthen, accelerate and will be responsible for driving Solution Sales in Mid-Market Segment. Drive Demand generation, deal execution, and field/Ecosystem enablement for the entire RISE with SAP, S/4HANA Cloud portfolio, SAP SuccessFactors, and SAP Concur in India - West & North regions.

This is a customer facing role where you will support the SAP sales teams, Blueprint presales and delivery teams during the entire life cycle of a Cloud opportunity. The following are the key tasks that this role will perform:

Key Responsibilities:

1. Effectively execute prospecting efforts to maximize coverage within the assigned territory and

discovering leads and opportunities through direct and indirect prospecting, leveraging

Marketing /Demand Generation teams and internal network in the mid-market segment

2. Drive focus on revenue opportunity within a large number of accounts through segmentation of

key opportunity groups

3. Present the requirements and value proposition for SAP private cloud on Hyperscalers like

Amazon Web Services (AWS), Microsoft Azure, and Google Cloud Platform (GCP)

4. Help with commercial propositions to customers on S4 Private Cloud on Hyperscalers, including

TCO using a value selling led approach

5. Develop an understanding of organizational stakeholder relationships and their impact on

buying behaviours within the account to determine appropriate sales approach for each level

level within an organization.

6. Develop a competitive sales strategy that anticipates competitor actions and places SAP as the

best in the market to meet customer objectives.

7. Effectively advise and influence the customer especially within the development of business

needs, decision criteria, and creation of an ROI framework, through consultative selling

techniques and relevant marketing/sales campaigns.

8. The primary responsibility is to build and manage a pipeline of SAP software license pportunities,

in both Install Base and Net- New customers, and deliver incremental revenue through upselling

and cross-selling efforts. This is a quota carrying role

9. Align with SAP sales team, engaging in territory planning, opportunity development, and

offering pricing & solution support. Act as single point of contact during sales cycle and

communicating sales plan regularly with key stakeholders.

10. Update and maintain reporting tools such as CRM to ensure accurate pipeline management.

Qualifications:

1. Bachelor’s or master’s degree with 6-8 years of experience in SAAS Sales experience for cloud

native solutions, like with SAP or Oracle will be given priority

2. Exposure to and understanding of customer and its key executives and management.

3. Experience in Selling SaaS & IaaS Solutions.

4. Experience in selling complex technology solutions. E.g. ERP solutions and bundled hardware,

software, professional services and technical services for large, complex accounts and

maintaining year-on-year growth.

5. Demonstrated success in building, elevating and nurturing relationships within key prospects.

6. Awareness of different Cloud service delivery models and service delivery components

7. Good understanding of SAP technologies (platform stacks, ECC, S/4 & various S4 Cloud

Deployments)

8. Hands-on customer facing Technology/ERP Functional Consulting and/or Presales experience for

an enterprise software or services vendor