Sales Development Representative - India
Qualtrics
India
Full–time
The Qualtrics XM Platform™ is a system of action that helps businesses to attract customers who stay longer and buy more, to engage and empower employees to do the best work of their lives, to develop breakthrough products people love, and to build a brand people can’t imagine living without.
Joining Qualtrics means becoming part of a team bold enough to chase breakthrough experiences - like building a technology that will be a force for good. A team committed to diversity, equity, and inclusion because of a conviction that every voice holds value, with a vision for representation that matches the world around us and inclusion that far exceeds it. You could belong to a team whose values center on transparency, being all in, having customer obsession, acting as one team, and operating with scrappiness. All so you can do the best work of your career.
We believe every interaction is an opportunity. Are we yours?
About the Team
Starting on the Sales Development Team, you will receive world class training on our products and sales process, get acclimated to the industry, and familiar with our client demographic. Those who exemplify exceptional performance, will be quickly promoted onto one of our Corporate Sales Teams across multiple product lines. Corporate Sales representatives have the opportunity to progress in sales or leadership positions.
The Sales Development team is an essential team in Qualtrics sales and marketing efforts and is responsible for a combination of demand response, demand management and demand creation. The purpose of the department is to:
• Generate qualified pipeline that progresses through the sales funnel, generating new closed revenue.
• To develop new quota-carrying Account Executives.
This opportunity will be predominantly focussed on our new business expansion plans in India to start, with potential to cover other major markets across the SEA region.
You will report to our Head of Sales Development, and this role is flexible to be based out of Singapore or India.
A Day in the Life
• Demand creation (cold calling), demand response (warm calling), demand management (managed follow up process).
• Effectively communicate value propositions across multiple product lines to secure initial meetings with prospects
• You work with Account Executives to discuss and strategize methods to penetrate targeted accounts with the goal of setting quality meetings.
• You work closely with our Marketing team to execute on personalized account-based campaigns
• You’re the best with LinkedIn and Salesforce.
• You attend 1:1’s, team meetings, trainings, sales calls, discovery calls, demos, etc. to develop your skills.
• You collaborate with your peers sharing standard methodologies, “oops moments,” and role playing to make sure you’re focused on continuous improvement.
Minimum Qualifications
• Bachelors Degree (or within 6 months of graduating)
• Reliable, confident, and articulate
• Ability to make a high volume of outbound calls and communicate well with VP level executives
• Highly motivated to accelerate your career in software sales
• Exceptional interpersonal ability
Expectations for Success
As a SDR, you are responsible for contacting leaders and executives in organizations of all sizes across many verticals. Your focus is helping leaders gain insights around their market, customers, and employees, which allows them to make quicker decisions driven by data.
• You identify key decision makers and/or key influencers within an organization across many different departments
• You understand the impact our products have on our customers
• You articulate to prospects how our tools can help their organizations get to the next level with real-time data
• You work well with teammates, like to strategize, and plan out creative methods to generate more business opportunities
• You use rejection as fuel to motivate and push you to work harder and smarter
• You’re a self starter, competitive, and driven. You see the bigger picture. You don’t settle for mediocrity
• You don’t hit quota because that is what is expected of you, rather you blow past quota because it’s who you are
• Financial rewards, opportunity for growth, and promotions motivate you.
What differentiates us from other companies
• We live by our cultural values: TACOS - Transparency, All In, Customer Obsessed, One Team, and Scrappy
• We hire the best with the intention of developing and promoting within. Our company success cannot be done without the success of our people.
• We lead from the front on important issues. We have several teams focused on Diversity and Inclusion (MOSAIQ), cancer research (Five For The Fight), WFH (COVID Taskforce), Women in Leadership (WLD), Veterans (QSalute)... the list goes on.
• We provide a very comprehensive benefits package with lots of opportunity to promote
Senior Account Executive - Western India
Senior Account Executive - Western India
SAP
Mumbai, Maharashtra, India
Full–time
What we offer
Our company culture is focused on helping our employees enable innovation by building breakthroughs together. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from. Apply now!
About the role: SAP is looking out for a driven, growth-oriented field sales team member who will be responsible for driving key business decisions and focussing on navigating complex sales engagements within the Key Enterprise sector of SAP's Mid market team. This role is an important driver for our cloud & on-prem business and offers huge opportunities to grow for you within the SAP ecosystem.
Your success in the role will be driven by:
Business & Financial Acumen
• Understanding the customer’s entire end-to-end business model and be able to use that knowledge to develop unique SAP enterprise-wide solutions
• Tying economic, industry, sub-industry and business drivers to implications for the customer's business. Identifying non-obvious financial levers.
• Monetizing the value that SAP offers the customer
• Leading C-level conversations about financial directional, potential P&L benefit of deploying SAP software to support progress on their strategic business imperatives
• Linking the value of products and services with the deal price to overcome pricing objections
Influencing the Customer
• Preparing a complete plan outlining all the steps the customer will need to complete to reach an informed decision point
• Creating and delivering an insight that leads to differentiation
• Positioning the disruption that’s happening in the customer’s sub-industry to create a sense of urgency to drive transformation
• Positioning the advantages and challenges of various digital framework implementation engagement models.
Managing the territory as a Business
• Aligning the customer's strategic goals to SAP's competitive differentiators and map to SAP solutions
• Orchestrating, Influencing and leading VAT team functions and geographies to identify innovative and provocative points of view (POV) that help differentiate SAP as the digital platform of choice
• Aligning SAP and customer stakeholders and executives to the 4 Panel cadence model intended to align, prioritize and staff bidirectionally key initiatives
Demand Management & Pipeline Health
• Understanding key indicators of pipeline health (Coverage, Pace, Balance and Quality) and ability to recognize issues that must be addressed
• Creating a solid demand generation plan, leveraging multiple sources (i.e.: sales plays, marketing events, demand generation assets) and sales support teams
Educations & Skills requirement:
• Bachelor of Engineering equivalent or Masters (preferred) with proved track record through 7+ years’ experience in sales of complex business software / IT solutions through consultative selling methodology
• Experience of managing SaaS solutions will be preferred
• Demonstration of success with complex, long-cycle sales campaigns in a fast-paced, consultative and competitive market (preferably across the Digital Natives businesses)
• Proven abilities on managing highly complex organizations and applying risk-mitigation strategies to customer
We are SAP
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.
Our inclusion promise
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: Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com.
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:303474 | Work Area: Sales | Expected Travel: 0 - 80% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations:
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Engineer, ERP, Field Sales, SAP, Database, Engineering, Technology, Sales
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