SAP Business One Sales Director

Role Overview

• Manage direct sales process for strategic retail vertical opportunities in Enterprise Retail Management Software.
• Develop close relationships with key target customers.
• Maintain and grow Channel Partner Network to maximize indirect revenue beyond current growth rates and exceed targets.
• Develop partner network strategy to expand market reach.
• Support and drive sales activities as a Channel Sales Manager.
• Manage full sales cycle from inbound conversion to closure and post-sale upselling.
• Develop effective sales plans ensuring revenue and sustainable growth.
• Meet and exceed regional revenue and profit targets; provide accurate and timely sales forecasts.
• Gather market information to analyze competition and consumer/market trends.
• Establish strong customer relationships based on customer requirements and industry trends.
• Manage customer relations with Quarterly Customer Business Reviews.
• Own opportunity management and contract negotiation processes including proposals, contracts, pricing for licenses and services.
• Create and drive Demand Generation Strategy for retail industry.
• Grow retail software business through strategic lead generation, research, and cold outreach (phone and email).
• Collaborate with management to refine sales strategy, messaging, and process.
• Interact with Marketing, Professional Services, Global Support and Product Management.
• Continuously assess and validate channel partner needs.
• Provide technical and commercial support to indirect partners.
• Support regional commercial and marketing plan to accomplish growth targets.
• Work closely with Regional Head and Executive Management to execute business objectives.
• Provide feedback, market intelligence and recommendations to improve market penetration.
• Manage weekly forecasting for all direct and channel partner leads and opportunities.
• Update CRM with forecast and strategic customer data.
• Collaborate with marketing and product management to ensure high-quality partner training.
• Build and influence relationships at all levels, including C-Level.

Requirements

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