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The Market Development Representative is a senior demand generation resource responsible for supporting Sales Pipeline through lead generation initiatives, campaigns and strategic stakeholder management.

The position is best suited for a candidate with a multi-year career within SAP who combines expertise in Sales/ GTM, Solution Strategy, Project Management, various Industries Management and with a proven ability to understand and navigate the SAP internal organization.

Key Responsibilities & Tasks

  • Partner with Regional Sales Executives to develop a given territory and call on targeted account lists, build relationships with decision makers to identify project and business needs.
  • Proactively call into accounts by utilizing and maintaining our corporate database.
  • Create Account Strategy for selected accounts with SAP sales executives and SAP Concur sales executives
  • Define and map the Selected Accounts stakeholders and plan how to better open doors with each
  • Qualify all inbound and outbound leads
  • Overcome objections and effectively communicate SAP Concur’s value proposition to key decision makers with Concur product offerings.
  • Deliver Discovery Sales intro calls to C-Level executives
  • Transfer qualified leads to the appropriate Regional Sales Executives via briefings and formal sales presentations.
  • Build and maintain strong relationship with the sales team through clear communication and follow-up.
  • Strong understanding of SAP Concur strategy connected with SAP Strategy, product offerings (ideally with background in the ISBN space), sales models, operations and customer related activities.
  • Well-rounded understanding of industry best business practices, SAP business practices, investment lifecycle and planning
  • Maintain up-to-date and extensive knowledge of all Concur product offerings.
  • Stay current on industry trends and maintain extensive knowledge of competitor’s product offerings.
  • Achieve monthly pipeline goals set by the sales management.
  • Achieve monthly Qualified Leads target.
  • Actively participate in the innovation of new techniques and strategies for securing new accounts.
  • The Market Development Representative is also responsible for event’s invitation support and proactive lead generation after each event.
  • Responsible for maintaining the quality of the database of contacts in Salesforce (SAP Concur CRM)

Experience & Language Requirements

  • 5+ years of experience in customer facing role
  • Business Development activities, phone-based lead generation, inside sales
  • Excellent presentation skills
  • Project Management skills
  • Strong written and verbal communication required.
  • Fluency in Spanish and English is required.

Job Specific Specialized Knowledge & Skills

  • Must be enthusiastic, outgoing, and have high energy.
  • Strategic thinker with business acumen, who is solution oriented and driven to make decisions on opportunities in close cooperation with others.
  • Must be motivated by cold calling, asking probing questions and gathering information.
  • Must be a team player with strong initiative
  • Brings a high level of integrity and is very intelligent, confident, positive and flexible.
  • Willing to defer to the business owner colleagues when appropriate and take the lead when necessary.
  • Ability to quickly build extensive knowledge of SAP Concur’s product offerings and that of competitors.
  • Ability to digitally stalk prospects leveraging all social channels and historical behaviors consuming SAP Concur assets/contents/events.
  • Ability to discuss and agree with Sales Reps on a power map of contacts for each account and define who will be responsible (Sales, MDR, Marketing) for each contact approach.


  • Bachelor’s Degree or equivalent experience in account management, sales, phone-based lead generation, project management, marketing or business.

We build breakthroughs together

SAP innovations help more than 400,000 customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with 200 million users and more than 100,000 employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, we build breakthroughs, together.

We win with inclusion

SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and 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: [email protected]
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

EOE AA M/F/Vet/Disability:

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Successful candidates might be required to undergo a background verification with an external vendor.

Requisition ID: 391641 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.

Market Development Representative - SAP Concur

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