Solution Sales Engagement Manager, CDP

Job description / Role

Solution Sales Engagement Manager, CDP, UAE

Work Area: Consulting and Professional Services
Expected Travel: 0 - 50%
Career Status: Professional
Employment Type: Regular Full Time

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.

SAP Custom Development is a global organization dedicated to contribute to the software revenue targets of SAP by delivering innovative custom solutions to meet our customers' unique business process needs. We deliver a full lifecycle of custom development services - from strategic planning, risk assessment, development and quality assurance to maintenance. With 10 development centers around the world we are able to leverage a global delivery model that utilizes the specific strengths of each location. We do also develop solutions that complement the SAP Standard solution in niche areas and niche markets. These are solutions that significantly complete the solution portfolio and solution strategy of SAP.

Custom Development Business means: Pro-actively identify and exploit market opportunities, professional management of pipeline build, forecast activities and marketing planning, together with License Sales and Consulting and Regional Custom Development Managers, development and execution of agreed account plans together with SAP Sales and Consulting, support in timely maintenance of pipeline, forecast of opportunities, reporting to senior management and managing customer relationships.

EXPECTATIONS AND TASKS
* Responsible for maximizing and growing Custom Development business (covering all Custom Development solutions and services) in the Middle East & North Africa (MENA) region.
* Accountable for Revenue Budget and P&L for Custom Development business in the MENA region.
* Responsible for developing a Go To-Market strategy.
* Work in a close alignment with the Sales / Consulting team in the MENA region.
* Should be in a position to manage C-level relationships with customers.

Demand Generation, Pipeline and Opportunity Management
* Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
* Pipeline partnerships - Leverage support organizations (Partners & Marketing, etc).
* Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
* Support all SAP promotions and events in the territory

Sales Excellence
* Sell value.
* Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
* Orchestrate resources: deploy appropriate teams to execute winning sales. Create OneSAP.
* Utilize best practice sales models.
* Understand SAP's competition and effectively position solutions against them.
* Maintain CRM system with accurate customer and pipeline information.

(Virtual) Account Team
* Demonstrates leadership skills in the orchestration of remote teams when needed.
* Ensure account teams and Partners are well versed in each account's strategy and well positioned for all customer touch points and events. Maximize the value of all sales support organizations.

Requirements

* University degree / MBA an advantage.
* Strong Knowledge of SAP business.
* Strong Conceptual thinking.
* Customer focus.
* Solid Sales and Consulting experience.
* Strong Team player.
* Intercultural sensibility.
* Excellent communication skills.
* People management experience.
* 3 - 5 years of excellent experience in business development, (pre) sales or Consulting of SAP solutions.

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.

Additional Locations:No Selection

About the Company

Headquartered in Walldorf, Germany, SAP is the world's largest business software company with more than 51,500 employees at sales and development locations in more than 50 countries worldwide.

Our global development approach focuses on distributing development across the world in strategically important markets. A global network of SAP Labs spanning Bulgaria, Canada, China, Germany, Hungary, India, Israel, and the United States, enables SAP to operate locally, yet organize globally.

As the global technology research unit of SAP, SAP Research significantly contributes to SAP's product portfolio and extends SAP's leading position by identifying and shaping emerging IT trends through applied research and corporate venturing. SAP Research has highly skilled teams in 11 research centers worldwide.