Requisition ID: 201572
Work Area: Marketing
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time
SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.
SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.
The purpose of this position is to extend SAP’s market coverage in each segment for Software License and Services by generating new pipeline through:
executing Targeted Outbound Campaigns via phone, chat and email and
accelerating pipeline and increasing conversion by executing programmatic recycled (discontinued / disqualified leads) and reconstituted nurturing (aged pipeline)
For targeted outbound campaigns, leads will be qualified according to the BANTS methodology, and handed over to Inside Sales using standard global process.
Various aging leads and opportunities will be assigned to the DNA for nurturing with return back to the Inside Sales Executive for Closure.
The Demand Nurturing Agent supports several Inside Sales executives and will be co-located in the eCenter. They will be active participants in territory and account planning to support the team and will be the future candidate pool for transition into ISE roles.
Campaign Execution & Lead Management
Assist in planning call and e-mail activities to generate Leads using the most efficient means, in collaboration with the Field Marketing, Solution Specialists, Inside Sales Management
Align with Inside Sales colleagues for most effective territory planning and execution, covering all routes to market
Generate and Qualify leads through proper means (cold calling, phone campaigns, email actions, etc.) as agreed with management
Pass qualified leads to Inside Sales resource for sales stage execution
Regularly review lead pipeline and progression. Proactively give qualitative and quantitative feedback to Marketing on campaigns using standard procedures and reports
Opportunity and Lead Nurturing
Support follow up on aging/stagnant leads and help to identify opportunities to re-energize back into an active sales cycles
Plan call and e-mail activities in close alignment with Inside Sales / Field Sales for most efficient opportunity acceleration
Drive ongoing nurturing of opportunities expected to enter active sales cycles in 6-12 months out as agreed with management
The DNA will have the same KPIs as the ISE, based on Pipeline & Revenue
Data entry in the IC Web Client/ CRM system
Document all the campaign execution and lead/opportunity management activities using the adequate systems correctly, work together with manager/expert as necessary
Training & Enablement
Participate in activities to enhance demand generation and product/solution skills
Be active part of either classroom, e-learning, virtual classroom or mentor-lead activities
Complete and qualify on all Level 1 enablement activities within 3 months and Level 2 activities in 12 months.
Minimum 3 years’ experience in Demand Generation or Inside Sales environment
Preferabley TeleMarketing experience, specifically high volume phone-centric work
High volume activity working environments, involving phone and a CRM / contact management system
Business level English: yesBachelor or equivalent business experience: yes
Master equivalent: no
MBA / Ph.D: no
WHAT YOU GET FROM US
Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now.
SAP'S DIVERSITY COMMITMENT
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.
SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team (Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com).
Successful candidates might be required to undergo a background verification with an external vendor.