EMEA Regional Franchise Executive Deal Management & Forecasting
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Role Description:
SAP is currently seeking executive deal management and regional franchise forecasting for Southeast Europe, Middle East and Africa.
Main areas of responsibility and tasks
This position is part of the Global Business Operations Organization and is responsible for driving the deal management and forecasting processes and practices as part of the Customer Success (F4CS) operating model for SAP 4 Sales (F4CS) for the EMEA region. The primary responsibility is to drive simplification and standardization across the region, focusing on the successful creation, deployment and implementation of sales support processes, tools and services across GBO and the Customer Success Organization.
Expectations and Responsibilities:
Act as a subject matter expert for their practice providing guidance and setting
Roll out specific operations launched by Global and adapt to regional characteristics and needs across the region by directly participating in market units or utilizing business partners
Drive franchisees to embrace success across EMEA, while working to close with global process owners to ensure business needs in the region are considered and integrated into processes and tools
Increase sales efficiency, productivity, and scale deployment by challenging the status quo, analyzing existing processes, innovating for improvements, and identifying new practices
Stakeholder Management – Build a trusted relationship with stakeholders and enable a one-team approach for greater transparency and impact, extending process standards to other lines of business when useful.
Secure participation and commitment (vision, roadmap, etc.) from all key stakeholders including Senior Executive Level Sponsors and their organizations, such as Regional COO, ICA Regional Heads, MU/LoB Operations Managers, Heads of Trade Finance and Control, CE&X Head and Team
Monitor KPIs and handle lagging MUs in terms of approval and performance through direct engagement with sales, support and GBO areas
Empower and manage the market unit community and regional LoB champions so that they can act as an extension at their level to scale operations start-up, field enablement, and sales execution support
Incubate new ideas for process improvement to check feasibility and impact along with BPs of market units
Delivering Global specific enablement training formats and content across the region through direct engagement with MU sales area, support areas and GBO
Actively contribute to the global COE by providing feedback and requesting modifications as business cases for global franchise to improve and innovate processes for higher adoption and impact + share regional good practices and success stories
– Participation, coordination and signing of End User Testing on behalf of the region
– Where applicable, approve/reject requests for access to franchise solutions
Actively contribute to team spirit. Share successes, lessons learned, and best practices beyond internal boundaries or silos. Mobilize a community of MU & LoB champions to assemble business requirements and reinforcements as business cases and share local good practices.
Assisting global and regional management in preparing reports and analysis
Basic tasks:
Lead the SAP deal management (deal qualification, deal review and close, sales to success) and forecast framework as part of the F4CS sales operating model that connects both processes as part of the SAP sales cycle with all stakeholders in the process and across market and business line units
Participate and direct market and line of business units in implementing deal management and forecasting practices to assess impact and suggest improvements
Partner with the President and EMEA South Solutions Advisory Institution to align deal qualification and deal progress approval strategy, tactics and resources to continually improve practice and impact sales execution
Partnering with ICA Regional Heads and their organizations to align with Deal Management Accreditation strategy and tactics
– Support adoption of the Harmony Deal Management tool across sales domain users and utilize standardized franchise tools and reports to enable sales execution automation and streamline operations
Support the quarterly identification of the best regional/market unit deals to secure with the market unit GBO teams the highest evaluation of required global/regional deals and highlight progress through standardized tools for board meetings and senior executive deal sponsorship initiatives
– SPOC and President to enable deal management and forecasting processes
Support EMSA regional deal management and forecast cadence
Provide valuable insights into business performance through deep data analysis for region and MUs
Continuously enhancing existing practices and developing new ones
– Support in monitoring sales until the success of the process
skills:
Subject matter expertise
The RPE is of course expected to know the specific process from the inside out and back, including how to implement it in the field, what the problems and gaps are, how the underlying systems and tools work, etc.
This expertise is necessary not only to drive improvements in the process but also to demonstrate credibility when implementing changes.
thought leadership
It’s not about small incremental improvement.
– RFE needs to take us to world-class levels of performance and maturity with fresh and innovative ideas.
communication
Success will depend on effective communication across multiple dimensions: presenting the process in simple and understandable terms (especially considering we have a lot of dimensions and nuances in our processes), persuading/selling change to stakeholders, justifying investments (IT, budget), presenting improvement results, etc.
cooperation
The RFE is expected to work closely with other global, regional and local colleagues to collaboratively design, implement and manage the relevant and process elements.
RPE needs the right balance of listening, leading, and motivating others.
the management of change
RFE must be knowledgeable and experienced in driving change in a complex global environment where in some cases it is expected to implement significant changes to processes and practices that are guided deeply by SAP history and culture
Executive Presence
Change is difficult in this organization and the RFE will need the strong support and commitment of our senior executive leaders to shape a vision for results.
Management in a complex environment
Our business is large and complex, so RFE needs to navigate and extract complexity to achieve results
Empowerment
– RFE must be comfortable training large audiences of end users virtually or on site as well as training the trainers
Work Experience Required:
More than 5 years of experience in a similar position and also:
– Previous sales processes and sales strategy
– Excellent Communication Skills
Demonstrate written and oral presentation capabilities
Demonstrated ability to proactively plan, anticipate problems and have excellent records of problem solving with little or no help.
Excellent for follow up.
An independent thinker able to multitask and meet strict deadlines with a high degree of accuracy in a complex environment.
Works well under pressure
-Executive presence and proven leadership skills
Ability to collaborate inside and outside the immediate operations department
– Can do posture
Education and Qualification / Skills and Competencies:
A university degree or sufficient work experience. Postgraduate studies are +
– Proficiency in spoken and written English
we sab
SAP innovations help more than 400,000 customers worldwide work together more efficiently and use business insights more effectively. Known as a leader in enterprise resource planning (ERP) software, SAP has evolved into a market leader in end-to-end business application software, database-related services, analytics, intelligent technologies, and experience management. As a cloud company with 200 million users and more than 100,000 employees worldwide, we are goal-focused and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting industries, people or global platforms, we help ensure that every challenge gets the solution it deserves. At SAP, we build breakthroughs together.
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