Lean IT but with a Diet Plan

ciol.com, September 27, 2010 (Online)

Prioritizing, planning, and introspection-based consumption is what makes a fit, healthy, lean, and agile organization stand out among a bevy of knee-jerk enterprises. In an interview with CIOL, Atul Bhandari, vice president, Value Engineering and Industries, SAP Indian Subcontinent, talks about how Value Engineering is very relevant in the current times, and his views on the Business and IT paradox, the risk of over-engineering and why value-engineering is more than just an autopsy. “It’s all about diagnosing the source of value creation for business enabled by IT. An IT project is never just an IT project. ERPs, etc. are big enterprise-transformation projects where IT is one part and requires significant time and business investments,” Bhandari said, adding that it’s about picking out pain areas and how IT can help there. Bhandari says SAP does this in collaboration with customers. “It’s about how to prioritize and how to invest in projects that bring value to business, where improvement and optimization is important,” he said.

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SAP Inside Sales Executive – Scottsdale, AZ – CURRENTLY INTERVIEWING!

SAP Inside Sales Video: http://bit.ly/b1fC7o


Challenge yourself by selling the intrinsic value of software solutions to our customers. Grow with one of the most successful field sales organizations in the world as an Inside Sales Executive.

The primary responsibility of the Inside Sales Executive is to build and manage a pipeline of software license opportunities and incremental revenue by systematic upselling and cross-selling aligned with field sales executives. The Inside Sales Executive drives opportunity qualifications and manages the opportunities in the pipeline. The focus lies on 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. The Inside Sales Executive closes deals independently and remotely or actively through partners. There will be some travel to customer sites based on the complexity of the deal.


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 customer 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 sophisticated 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 net new contacts (for example, lines of business)

* Establish trusted advisor relationships across lines of business that will provide ongoing, accurate account information and future opportunities

Establish volume business approach in SME:

* 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


* Bachelor’s degree, preferably in business or IT-related discipline

* Proven sales ability and drive

* Good IT or enterprise resource planning knowledge; an understanding of SAP solutions is an asset

* Strong problem-solving skills

* Strong facility with teamwork and an ability to learn and adapt quickly

* Ability to serve as a trusted advisor to customers

* Strong customer focus and excellent interpersonal skills

* Ability to articulate the SAP value proposition clearly in an industry context and to listen actively to customers to identify prioritized customer needs

* Ability to work independently with a strong drive for results
* Knowledge and understanding of Indirect channel dynamics
* Knowledge of ERP market


* Minimum of 1-2 years experience in complex solutions sales
* Successful experience in multichannel go-to-market models
Put your ideas into action with maximum impact at SAP


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