In this role, you will engage in SAP project sales planning and be involved in each implementation phase. You will be involved in market/segment analysis and competitor analysis; creation, review, and refinement of sales plans, account plans, target account lists, and sales pipelines; creation and management of sales plans and pipelines etc.
Key Responsibilities:
1. Business Planning - Regional level
Compile revenue and margin figures reported by business development managers and sales managers, and present realistic revenue/margin figures for new businesses by comparing them to regional targets.
2. Sales planning and review
Prepare sales plans and review them along with your sales team, regional head and HBU partners.
3. Market Development
Attend key events/conferences on behalf of Company's executives. Take advantage of a variety of opportunities to influence customers and ensure to provide industry-wide references, analyst references, case studies, co-hosted webinars and co-hosted seminars to attract executive leaders.
4. Customer Prospecting
Confirm that sales plans are appropriately adapted to prospecting and lead generation through pipeline reviews and necessary follow-up activities. Approve opportunity eligibility.
5. Identification and accreditation of opportunities
Review identified opportunities and those opportunity plans to qualify their eligibility. Review pipelines on a regular basis to ensure healthy pipelines across the entire service configuration.
6. Proposal preparation
Help identify appropriate teams to prepare proposals, including external partners. Provide necessary support, including providing competitive information, assisting in-house approval, and conducting periodic reviews, to ensure that "winning" proposals are prepared.
7. Negotiation and conclusion
Participate as an executive in meetings with prospects and approach senior management if necessary. Identify the right team for the meeting, and if necessary, negotiate commercials to ensure that we get the deal.
8. Contracts and MSA
Support business development managers/sales managers of the industry team to support MSA accounts and establish Company's presence as a strategic partner. In order to build a long-term relationship with those prospects, you may also participate in the negotiation of the terms of the MSA.
9. Account planning and review
Review account plans and their implementation to ensure the region grow as planned (revenue, margin, utilization, etc.).
10. Account mining
By positioning Company as a strategic and reliable partner, ensure internal support for sales managers/business development managers (e.g., coordination with service lines) and review business plans to achieve account growth.
11. Account operation
In the event of an internal escalation, you will support sales managers/business development managers to minimize the loss of revenues from the services provided and increase customer satisfaction. Conduct periodic reviews to ensure your direct reports comply with sales processes (Cimba-related).
12. Relationship management
Support sales managers/business development managers to obtain internal approval and provide necessary instruction. You will act as an initial escalation point from sales managers/business development managers.
Mandatory qualifications
- Bachelor's degree or equivalent degree at an accredited institution. Three years of professional experience in place of your academic background will be considered.
- 10+ years of experience in information technology
- Applicant must be a Japanese national or have an adequate working visa. No visa sponsorship is available for now.
- 5+ years of sales experience in SAP applications and technology services
- Excellent oral and written communication skills in both Japanese and English
- Willing to travel to local areas as needed
- Be able to work as a team in an environment with various multiple stakeholders
- Business experience and motivation in global delivery environments
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