Director of Sales, SAP Business One - WFH

Essential Duties and Responsibilities

• Capable of managing direct sales process for strategic opportunities in the retail vertical for Enterprise Retail Management Software.
• In charge of developing close relationships with key target customers.
• Maintain and expand Channel Partner Network to maximize indirect revenue generated from partners, beyond current growth rates and exceed targets.
• Develop a partner network strategy to grow and expand markets
• Support and drive sales activities and grow the business as a Channel Sales Manager.
• Manage full sales cycle, from the inbound conversion to closure, and then post-sale account management for upselling.
• Develop effective sales plans to ensure revenue delivery and sustainable growth.
• Meet and exceed revenue and profit targets for the region as well as provide accurate and timely sales forecasts to senior management.
• Gather market information from multiple sources, to analyze competition and consumer/market trends.
• Establish strong relationships based on knowledge of customer requirements and industry trends.
• Effectively manage customer relations through Quarterly Customer Business Reviews
• Overall ownership of the opportunities generated and contract negotiation process. This includes responsibility for proposals, contracts and pricing approval for licenses and professional services
• Create and drive a Demand Generation Strategy for retail industry
• Responsible for growing our retail software business through strategic lead generation, research, and cold outreach via phone calls and emails.
• Use your experience in sales to work with management to refine our sales strategy, messaging, and sales process.
• Interact with other departments such as: Marketing, Professional Services, Global Support and Product Management.
• Proactively assess, clarify and validate channel partner needs on an ongoing basis
• Provides basic technical and commercial support to indirect partners
• Support the implementation of the regional commercial and marketing plan, including tactics to accomplish growth targets.
• Works closely with Regional Head and Executive Management team to execute tactics to achieve business objectives
• Provides feedback, information, market intelligence and recommendations to improve market penetration.
• Manages weekly forecasting routines for all direct and channel partner leads and opportunities.
• Populate and update CRM with forecast and strategic data of customers from the target region.
• Works in partnership with marketing and product management, provide input on both marketing and technical resources needed to ensure the highest quality training for our partners
• Builds rapport and robust relationships as well as influencing at all levels including C-Level.

Knowledge, Skills, and Abil ities

• Highly effective in a matrix organizational environment
• Clear and engaging communication and presentation style
• Resilience and resourcefulness to make change happen, no matter how challenging
• Self-driven
• Fluent English
• Professional qualification preferred
• Ability to manage the life-cycle for direct or channel engagements, from scouting and alignment, negotiations to close agreements, successful on-boarding, and hands on operational help
• Availability to travel inside the country and near countries with possibility to speed nights outside and weekends.

Education & Experience

• 15+ years of corporate sales experience working in Direct Sales, Channels / Resellers / Partner environment.
• Experience in selling Retail Software
• Experience selling SAP Business One is required
• Substantial experience in sales
• Experience in partner and channel management a plus
• Professional qualification preferred