As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification.
From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition.
SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.
ROLE DESCRIPTION :
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 you are a part by helping to identify development opportunities and supporting team members to achieve their goals.
You are expected to know about the members of your extended team and share insights with your peer managers. Look for opportunities to coach and recognize employees directly and provide just-
in-time feedback so that employees can reflect on your input immediately.
EXPECTATIONS AND TASKS : Sales Strategy
Communicates SAP’s overall Commercial Sales Strategy to all stakeholders internally and externally
Identifies key areas (regional, industry segment, solution segment, etc.) of the Commercial Sales route-to-market which enables SAP’s growth within assigned segment, territory and / or LoB
Prioritizes these areas according to market potential and develops actionable implementation plans in accordance with regional and local business requirements and ensures an ongoing review process in order to be able to timely react on competitive challenges and market dynamics
Ensures implementation of processes for Lead Generation, Demand Generation and Deal Execution in conjunction with Local MU stakeholders, Marketing, eCenter Leaders, Commercial Sales Innovation and Optimization team, Commercial Sales Operations, Channel, Solutions and other key stakeholders as required.
Responsible for coverage and execution of entire territory incl. quota, top deal status review, forecast on revenue and net new names by customer segment, RTM (direct vs.
indirect), education and consulting where assigned and other dimensions as assigned.
Promotes an effective approach to improve the Commercial Sales route-to-market in assigned territory taking the regional / local market dynamics into account.
Oversees the fulfillment of key sales KPIs (quota, budget, channel mix, mix of target and territory account business) on a regional / MU level
Accountable for managing the Lower General Business Sales pipeline to ensure attainment of Lower GB business unit targets and performance goals
Manages and drives sales execution according to business targets in order to significantly contribute to SAP ambitious growth and acquisition of new customers in the area assigned.
Provides proper coaching to the team around sales cycle execution and pipeline development leverage the reporting and call recording tools
Review of top deal status, account- and opportunities plans for key deals requiring senior management support
Promotes appropriate involvement of partners in sales cycles for target and territory accounts in order to drive aspired indirect revenue target and achieve target profitability within assigned territory(ies)
Coordinates the Commercial Sales activities with broader sales, marketing and solution initiatives to ensure this is part of an integrated sales approach
Monitors execution of activities, identifies risks and defines / implements activities to prevent critical situations
Pipeline and Demand Management
Ensures healthy pipeline is in place for assigned area of responsibility : designs Demand Generation activities jointly with the Innovation and Optimization team and Inside Marketing team
Develops, drives and implements sales initiatives and campaigns with Marketing and the Demand Center
Territory / Account Planning
Ensures sales territories are defined and accounts are allocated; reviews performance on a regular base and requests adjustments necessary
Allocates appropriate resources (CSE’s, Presales, etc.) and targets in the light of territory potential, coverage needs and channel capacity & capability;
reviews resource allocation on a regular basis and adjusts accordingly
Conducts regular business review meetings or forecast calls
Plans, builds and maintains strong business relationships with key strategic customers, partners and executives on a regional and local level to help drive Commercial Sales strategic priorities
Ensures successful roll out of programs and offerings in key markets in close cooperation with SAP’s internal units, via partners and / or leveraging marketing events
Monitors success of Commercial Sales programs and offerings, evaluates results based on common targets and initiates enhancement of activities in order to drive SAP’s growth targets
Deal Support / Escalation Management
Supports Commercial Sales team in top deals / complex sales opportunities whenever high degrees of seniority, industry knowledge and knowledge of the overall strategy are required
Handles issues within the organization that require management attention
Manages customer / partner escalations in a proactive and professional manner in order to maintain satisfaction levels and to secure future business
Ensures timely roll-in of customers’ requirements regarding necessary advancements of Solutions, Processes, Systems and Tools
Leadership / People Development
Drives in conjunction with Commercial Sales Innovation and Optimization and eCenter trainers, the execution of ongoing training and coaching programs to ensure high level of expertise and effectiveness, high employee satisfaction and increased sales readiness for all individuals in assigned territory
Drives business and operational change within the team to drive highest levels of employee satisfaction
Initiates recruiting and drives evaluation process of new team members in the light of coverage needs
Oversees and is accountable for the recruitment, development and management of the Commercial Sales Business Unit
Manages and motivates the team to meet goals and to introduce innovative strategies for successful coverage
Manages productivity of all team members.
Provides active coaching to improve performance.
Shares best practices on people development across the team
WORK EXPERIENCE :
Minimum 10 years Successful Sales experience with deal closure responsibilities AND 5 years in people leadership responsibilities
Sales coaching DNA
Industry / Vertical-specific experience as appropriate
EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES :
Business level English : yes
Business level local language : yes
Bachelor equivalent : yes
Master : not required, but equivalent experience is preferred
SAP'S DIVERSITY COMMITMENT
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.
SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and / or mental disabilities.