ROLE DESCRIPTION:
Digital Hub team at SAP is experiencing rapid growth and success with record software license sales. This could be your chance to join a growing team and develop your career with a purpose-driven technology leader. The team is looking for people who want to work in a fun and start-up environment.
The primary responsibility of a Sales Development Associate, is to build and manage a pipeline of software license opportunities and incremental revenue by systematic upselling and cross-selling aligned with Sales executives. He/she drives opportunity qualifications and manages the opportunities in the pipeline. The focus lies on selling an increasing portfolio of “volume-ready” offerings. As an integral part of the account team, the associate leverages other SAP resources, including presales teams, to drive opportunities to closure. The Associate will support Midmarket Sales in closing deals.
EXPECTATIONS AND TASKS
· Generate Volume Business Pipeline
· Drive proactive outbound campaign activity into net new / Install Based contacts relevant persons in the company in order to;
· Plan campaign strategy and action plan in alignment with the Sales Team & Marketing
· Adopt and deploy the latest marketing tools, tailor made for the digital age
· Digital and social selling skills
· Deploy next generation analytics for driving more deals for SAP Sales team
· Drive digital innovation for reaching target markets
· Nurture and Accelerate opportunities already in pipeline with a closing date in 2+ quarters
· This nurturing is proactive. Associate will partner with the Sales Representative in contacting
- Make sure decision makers in target Company have all relevant details and messages to drive decision process.
- Look for additional opportunities to further enhance contact such as digital resources or events.
- Watch for any stalled pipeline and initiate recovery procedures.
- Triage any opportunities that may not be ready to progress for opportunity nurture or downgrade to lead nurture process.
- Meet ambitious sales- and Demand Generation targets
- Be SAP’s cutting edge for driving digital transformation (100%)
CAMPAIGN EXECUTION & LEAD MANAGEMENT
· Assist in planning calls and outbound activities to generate Opportunities using the most efficient means, in collaboration with the Field Marketing, Solution Specialists, Sales Management
· Align with Sales colleagues for most effective territory planning and execution, covering all routes to market
· Generate and Qualify leads through proper means (cold calling, phone campaigns, email actions, etc.) as agreed with management
· Pass qualified leads to Inside Sales resource for sales stage execution
· Regularly review lead pipeline and progression. Proactively give qualitative and quantitative feedback to Marketing on campaigns using standard procedures and reports
OPPORTUNITY AND LEAD NURTURING
· Support follow up on aging/stagnant leads and help to identify opportunities to re-energize back into an active sales cycles
· Plan call and e-mail activities in close alignment with Sales for most efficient opportunity acceleration
· Drive ongoing nurturing of opportunities expected to enter active sales cycles in 6-12 months out as agreed with management
· Data entry in the CRM system
· Document all the campaign execution and lead/opportunity management activities using the adequate systems correctly, work together with manager/expert as necessary
WORK EXPERIENCE:
· 1-2 years’ relevant experience in Demand Generation, Operation or Sales support
· Effective delivery of analysis results with data Visualization skills
· Basic understanding and utilization of Text Mining
· High volume activity working environments, involving phone and a CRM / contact management system
· Business level English
· Bachelor or equivalent business experience
