Q&A: SAP co-CEO Jim Hagemann Snabe on SAP strategy

Computer Weekly (UK), December 07, 2010 (Print)

Computer Weekly interviewed SAP co-CEO Jim Hagemann Snabe on occasion of the UK & Ireland SAP User Group Conference 2010 in Manchester in late November. Asked how SAP’s new strategy is going and what have been the biggest successes and challenges, Snabe says that the “interesting innovation path” that SAP is on is also a “transformational one.” He emphasizes that SAP has “seen very positive feedback from customers and employees. The excitement is about the fact that SAP can become an innovator again.” He also stresses that SAP has delivered SAP Business ByDesign and “HANA, [hi-performance analytical appliance], which is the most immediate breakthrough that we have in technology.” The challenges facing SAP are mainly of a cultural dimension, such as how to speed up innovation while at the same time increasing demand and quality. Commenting on how things are going with the integration of products from the acquisition of BusinessObjects and Sybase, Snabe says, “We brought the tools together on one platform. So that is a big step forward and I believe with the coming release people will really see that the divide between analytics and transactional has minimized.”

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Check out SAP’s Sales Videos and the Job Description: http://bit.ly/fRMdSh

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As the world’s leading provider of business software, SAP (which stands for “Systems, Applications, and Products in Data Processing”) delivers products and services that help accelerate business innovation for our customers. We believe that doing so will unleash growth and create significant new value – for our customers, SAP, and ultimately, entire industries and the economy at large. Today, customers in more than 120 countries run SAP applications – from distinct solutions addressing the needs of small businesses and midsize companies to suite offerings for global organizations.

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PURPOSE AND OBJECTIVES

The Inside Education Sales Representative participates in a sales environment, they are required to build strong relationships with customers over the phone; identify/qualify leads for services, training, and license offerings from existing accounts; and keep customers apprised of new product and service introductions. This position carries quarterly and annual pipeline quotas and pipeline to revenue conversion rates. In this capacity, the inside sales rep will be provided with a list of accounts within a defined territory to work within.

 

EXPECTATIONS AND TASKS

  • Manage sales opportunities through opportunity management, resource allocation, strategy and planning, and forecasting.
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  • Successfully achieve quarterly and annual pipeline and revenue targets. Maintain and develop ongoing contacts and relationships with existing customers; also acting as key point of contact for account
  • Provide accurate and timely updates to the CRM system. Measured on timeliness & accuracy of CRM updates. Prepare weekly activity and forecast reports.

 

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

BS or BBA degree

 

WORK EXPERIENCE

  • Seasoned, experienced call center rep with polished customer interfacing skills (3+ years)
  • Prior Quota carrying experience / Telesales environment an asset
  • Demonstrated knowledge of training industry and/or software sales
  • Excellent communication skills with customers/prospects

 

 

 

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