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Role description
Responsible for building and leading a world-class team that sells SAP solutions through robust, value-based market penetration strategies.
Expectations and tasks
Recruit a team of high-level sales talent, deliver robust sales operations, support the development of a complete pipeline of sales prospects, engage customers and partners at the executive level, motivate the sales team, resolve conflicts, remove barriers, and provide recognition in the pursuit of sales revenue and profitability.
Defines a vision and creates a winning strategy that builds on the strengths of SAP and responds to specific market needs, generates a competitive advantage in existing markets and develops new consistent revenue streams that ensure short and long-term deliverables.
Develops and applies an in-depth understanding of SAP processes/procedures and sales tools/systems as well as the enterprise market, including industry, market, strategies, trends, competitors, and competitive methods to develop an effective long-term sales strategy and plan.
Demonstrates outstanding execution path along the sales cycle, ensuring SAP sales methodologies and joint operations are in place and setting clear guidelines for engagement in the region.
Monitors and takes the necessary measures to ensure that there is an adequate range of opportunities and calls for generations for sustainable growth.
Uses a disciplined approach to selling successful solutions (value-centric sales approach), establishing and maintaining accurate and timely sales revenue forecasting procedures, and providing required updates to SAP executive management.
Ensures there is an appropriate business case with a clear and attractive ROI impact, on each proposal submitted by SAP.
Builds a network of executive relationships across industry, communities and business groups, and with key partners and clients to stay current on issues affecting business and sales, and provide targeted strategic advice to retain and grow their business through integrated solutions.
Staying up to date with all new campaigns, understanding their goals and importance, communicating with the sales team and ensuring that all participants know the roles you play in making the campaigns a success.
Supports the development of solid references.
Leads the team towards expected market penetration and customer/partner satisfaction levels.
Benefit from internal VAT (virtual account teams) as well as development and support organizations, engaging them in the early stages of the sales cycle and achieving expected results.
Inspires and influences internal stakeholders, experts, and other resources not under direct control, helping to remove obstacles and aim for goals.
Leads each member of the sales team towards projected quarterly and annual sales targets.
Facilitates effective alignment and communication within the sales team and key internal/external/client partners and promptly resolving any dispute to encourage harmonious and productive interaction.
Facilitates individual growth and development of the sales team, setting goals, performance standards and priorities, coaching and serving as a role model in sales approach and account leadership.
Effectively manage remote resources, allocate good time and utilize company resources.
Incubates University of GCO Sales, utilizing available tools and supporting people training initiatives.
Additional information
As a People Manager, you are responsible for supporting the success of not only your direct reports, but the success of all employees within the larger team of which you are a part by helping to identify development opportunities and supporting team members to achieve their goals. You are expected to get to know the members of your extended team and share insights with peer managers. Look for opportunities to train employees, get to know them first-hand, and provide timely feedback so employees can consider your input right away.
work experience
Over 15 years of experience selling complex business software / IT solutions
Proven track record in business application software sales.
Experience in leadership/management in a team selling environment.
Demonstrate success with complex and long-cycle sales campaigns in a fast-paced consulting and competitive market.
Demonstrate success in negotiating complex contracts.
Demonstrate knowledge of advisory selling methodologies
Proven capabilities to manage highly complex organizations and implement risk mitigation strategies for clients
Business level English: Fluent
– Local language: fluent, business level
Education and qualifications/skills and competencies
– Bachelor’s degree equivalent
We are SAP
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.
We promised to include
SAP’s culture of inclusion, focus on health and wellbeing, and flexible work models help ensure that everyone – regardless of background – feels included and can function 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 people to inspire confidence and help everyone achieve their full potential. We ultimately believe in unleashing all talents and creating a better and fairer world.
SAP is proud to be an equal opportunity workplace and affirmative action employer. We are committed to the values of equal employment opportunity and provide accessibility for applicants with physical and/or mental disabilities. If you are interested in applying to work with SAP and need accommodation or special assistance to navigate our website or to complete your application, please send an email with your application to the Recruitment Operations team.
Headquartered in Walldorf, Germany, SAP is the world’s largest business software company with more than 51,500 employees in sales and development sites in more than 50 countries worldwide.
Our global development approach focuses on distributing development worldwide in strategically important markets. A global network of SAP Labs spanning across Bulgaria, Canada, China, Germany, Hungary, India, Israel and the United States, enables SAP to operate locally, yet is globally organized.
As SAP’s global technology research unit, SAP Research contributes significantly to the SAP product portfolio and expands SAP’s leadership position by identifying and shaping emerging IT trends through applied research and enterprise adventure. SAP Research has highly skilled teams in 11 research centers around the world.