Job Description

Requisition ID: 192397
Work Area: Sales
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.

Job Overview:

Responsible for meeting and/or exceeding the Company’s annual revenue and booking quota for the Global Accounts Sales Team Greater China Region. Responsible for hiring, training, developing, retaining and managing a successful team of Global Sales Executives that consistently exceeds annual revenue quota for the assigned region. Responsible for region’s sales account management and customer satisfaction. Reports to the Head of Global Accounts APAC.


Directs the activities of Global Sales Executives within their assigned accounts to ensure that company revenue goals and objectives are exceeded.

Effectively collaborates and communicates across teams in international markets

Establishes department measurements to manage and report progress toward revenue plan goals.

Ensure Global Sales Executives maintain high activity levels in development of their accounts, both existing clients and net-new prospects.

Regularly participates in sales and coaching calls.

Coaches and mentors assigned Global Sales Executives to develop their skill and knowledge of Concur services and sales techniques.

Establishes and maintains processes that generate strong customer satisfaction.

Effectively manages all resources to meet revenue and expense targets within assigned budget and provides input in the development of the annual department budget.

Consistently negotiates and closes new business.

Develops and maintains a business, sales and marketing plan for assigned region.

Develops strategies to help generate sales leads.

Develops long-term selling strategies for revenue creation within the existing Concur client base.

Demonstrates ability to successfully collaborate with sales teams in other SAP divisions and develops executive level alignment within SAP Greater China.

Accurately and consistently forecasts monthly, quarterly, and annual revenue numbers for assigned region.

Documents all sales contacts and activities using Concur’s sales tools and systems.

Effectively demonstrates and presents Concur’s services.

Develops sales strategies that link prospect’s business driver to Concur’s services.

Establishes feedback mechanisms from customers, prospects, and partners to the marketing department.

Develops and maintains strong alliance partnerships within the assigned region.

Provides constant feedback to executive management on the territory environment.

Accurately qualifies and prepares Pre-Sales Consultants and Service staff for customer meetings and presentations.

Shares input with other departments in preparing sales materials and technical publications.

Responsible for the overall direction of Global Sales Executive in their assigned account base.

Selects, manages, trains and coaches departmental personnel.

Identifies and supports opportunities for the training and professional development of department personnel.

Provides regular informal and formal performance feedb