Senior Business Development Manager

The Sr. 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 S4/HANA 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 Enterprise Segment. Drive Demand generation, deal execution, and field/Eco-system enablement for the entire RISE with SAP and S/4HANA Cloud portfolio.This is a customer facing role where you will support the SAP sales teams, Blueprint presales and delivery teamsduring 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 in order to determine appropriate sales approach for each 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.

Qualifications:

1. Bachelors or master’s degree with 8-10 years of experience in Solutions Sales experience for cloud native solutions

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.