SAP NS2 - Inside Sales Rep (165869)

SAP NS2® Inside Sales Rep

Location: Herndon, VA, US
Ref-Code: 165869
Work Area: Sales
Expected Travel: 0 – 10%
Career Status: Professional
Employment Type: Regular Full Time

COMPANY DESCRIPTION

SAP is the global market leader for business software and related services, and SAP National Security Services, Inc. (SAP NS2®) is an independent U.S. subsidiary, offering SAP solutions with specialized levels of security and support to meet the requirements of U.S. national security and critical infrastructure customers.

ROLE DESCRIPTION

As an Inside Sales Executive, you will build and manage pipeline of software license opportunities and incremental revenue by upselling and cross-selling aligned with field sales executives. The Inside Sales Executive will drive opportunity qualifications and manage the opportunities in the pipeline. The focus lies in selling an increasing portfolio of “volume-ready” offerings below a defined deal size threshold. As an integral part of the account team, the Inside Sales Executive leverages other SAP resources, including presales teams, to drive opportunities to closure. In this position, you will close deals independently and remotely or actively through partners.

EXPECTATIONS & TASKS

Responsibilities Include:

  • To drive incremental revenue within assigned territory – owning and closing deals constantly end to end to meet or exceed quota
    Territory coverage, forecasting, planning and strategy and effective communicating and updating plan with key stakeholders
  • Identify new opportunities and partners within the respective territory and act as a visionary for the Virtual Account Team
  • Coordinate cooperation of Field Sales, Presales, Renewals, Contracts, IMR and other key stakeholders on deal execution as needed
  • Ensure Timely DOA process when required
  • Focus on insuring customer needs are understood and addressed in the sales process. Give guidance and direction as necessary and take immediate action where the customer is not satisfied
  • Ensure that CRM is updated frequently and timely with customer intelligence
  • Drive demand generation execution to meet required revenue plan in collaboration with Marketing, Partner/Channel Management, and others as required
  • Be an Ambassador for SAP NS2 to our customers
  • Generalist with sales bag that includes solutions from across SAP’s portfolio with a focus on solutions where Inside Sales is the primary route to market

Drive Volume Business Sales:

  • Identify sales opportunities with SAP’s installed based customers and new accounts by telephone
  • Manage opportunities to develop SAP’s installed base customers accounts and new accounts by telephone
  • Create, build, and nurture customer relationships for assigned accounts
  • Act as single point of contact for partner-led sales activities
  • Leverage field resources to manage complex transactions as necessary
  • Provide forecast for deals below threshold and ensure forecast and pipeline accuracy

Generate Volume Business Pipeline:

  • Define coverage strategy and an action plan in alignment with the account team
  • Execute effective prospecting efforts to maximize coverage of defined accounts
  • Drive proactive outbound call activity into contacts
  • Establish trusted advisor relationships across lines of business that will provide ongoing, accurate account information and future opportunities

Establish Volume Business:

  • Quickly establish credibility in the Virtual Account Team
  • Provide thought leadership in discussing and communicating account strategy with the Virtual Account Team with a focus on volume business
  • Proactively shape the volume business sales approach jointly with the business owners and Inside Sales Management

QUALIFICATIONS & SKILLS

WORK EXPERIENCE

  • Minimum 3 years’ experience in Inside Sales environment, respectively Demand Generation
  • Knowing or having successful experience in multi-channel go to market models
  • Knowledge and understanding of Indirect channel dynamics
  • English fluency and highly proficient in communicating to customers and external audiences
  • Bachelor’s degree highly preferred
  • U.S. citizenship is required
  • All internals must have manager’s approval to transfer