Business Intelligence to Reach New Dimensions for SAP

Staho, November 12, 2010 (Online)

In its earnings call, SAP highlighted the new technologies behind the growth of its BI division. According to the company, one such product is High Performance Analytic Appliance, which is able to speed up data storage to unprecedented speeds. Moreover, SAP threatens to take on Oracle and IBM in the next few years by widening its BI lead. A recent report estimates that SAP’s share of the global BI market will increase as much as 24% over the forecast period. Also, the BI unit accounts for nearly 13% of the current Trefis price estimate, which is very close to the current market price. However, if SAP were to grow 35% instead, it would add another six percent to the stock price.

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SAP inside Sales Executive Strategic Industries – Toronto, ON


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The primary purpose of the Target Accounts Sales Executive (TSE) is to achieve the overall SW License revenue and net new name goal/quota by focusing on sales to a list of 30-50 Target Accounts in a territory as identified and assigned in the territory planning process. To do that the

TSE must control the sales cycles to all assigned accounts by either driving the sales cycle

himself (resulting in customer signature on SAP paper) or orchestrating/co-driving a partner-led

sales cycle, if the partner involvement significantly improves the probability to close the deal

within the expected time frame. Furthermore, the TSE is responsible to identify and qualify opportunities within .the scope of his assigned accounts in order to maintain a healthy opportunity pipeline on an ongoing basis.



Territory / Accounts Planning

  • Supports the TSM during territory planning process to select set of target accounts (together with other members of the virtual territory team) based on an analysis of short- and mid-term business opportunities in his territory, knowledge on accounts within the territory, level of partner coverage, etc.
  • Establishes account plans for top target accounts in his territory in order to proactively

identify sales opportunities according to revenue targets.

  • Monitors, Consolidates and regularly updates the Account plans (reviewed on a regular

basis by Territory Sales Manager)


Target Account Sales

  • Responsible for sales/SW license revenue quota achievement into 30-50 ME target

accounts within a territory as defined in territory- and account plans

  • Identifies and generates specific opportunities and drives those through the sales cycle,

involving other units on a need-be base (ISE, Presales, Value engineering, industry principals, IBUs, etc.) in order to close deals in shortest time/cost possible

  • Decides about involvement of partners based on customer solution need as well as according to partner’s capability to influence successful closure of the opportunity (Sales through partners estimated at 20% max).
  • Offload non complex opportunities (below country threshold) to ISE’s
  • Escalates issues in own and partner-led sales cycles to TSM/senior management in country/market unit

Pipeline and Opportunities Management

  • Proactively covers and engages with all accounts to generate opportunities for SAP

and/or SAP partners solutions

  • Leverages Inside Sales resources for programmatic and systematic installed base up-selling and cross-selling; Picks up complex deals/opportunities as identified by ISE
  • Maintains and drives a healthy (Based on MU definitions: 3X, etc) opportunity pipeline in the territory, leveraging all available resources (PR, Marketing, Industry Alliances, etc.)
  • Creates opportunity management plan for top deals in pipeline (reviewed on a regular basis by TSM)

People Development

  • On top of the on-the job coaching provided by TSM, the TSE should improve sales skills along various dimensions (negotiation, communication, solution/industry expertise, competitive insight, etc.) as aligned and jointly prioritized with TSM



  • Bachelors Degree or equivalent



• Minimum 5 years experience in sales positions (Direct Sales)

• Knowing or having successful experience in multi channel go to market models

• Understanding the principles of solution selling through Partners

• Knowledge and understanding of Indirect Channel dynamics

• Proficiency in value-oriented selling focused on prescribed (or pre-determined) solution


• Target Industry/Vertical market and process knowledge

• Knowledge of ERP market



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