Regional Franchise Executive Deal Management & Forecasting

Job description / Role

EMEA SOUTH Regional Franchise Executive Deal Management & Forecasting

What we offer

Our company culture is focused on helping our employees enable innovation by building breakthroughs together. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from. Apply now!

ROLE DESCRIPTION:
SAP is currently seeking an experienced EMEA South Regional Franchise Executive Deal Management & Forecasting.

Key Areas of Responsibility and Tasks
This position is part of the Global Business Operations Organization and responsible for leading the Deal Management and Forecasting Processes and Practices as part of the SAP Sales Franchise 4 Customer Success Operating Model (F4CS) for EMEA South. Main responsibility is to drive simplification and standardization across the region, focused on the successful creation, deployment, and execution of sales supporting processes, tools, and services, across GBO and Customer Success Organization.

EXPECTATIONS AND RESPONSABILITIES:
- Act as the Subject Matter Expert for their practice providing guidance and identifying
- Roll out the designated processes launched by Global and adapt to Regional particularities and needs across the region through direct engagement in the Market Units or leveraging Business Partners
- Drive the Franchise for Success adoption across EMEA South, while working closing with the Global Process Owners to ensure the Region's business needs are consider and incorporated in the processes and tools
- Increase sales efficiency and productivity and scale deployment by challenging the status quo, analyzing existing processes, innovating for improvements, and defining new practices
- Manage your stakeholders - Build a trusted relationship with your stakeholders and enable a one-team approach for greater transparency and impact, expanding process standards to other lines of the business when of benefit.
- Secure buy-in and commitment (vision, roadmap, etc.) from all key stakeholders including senior executive level sponsorship and their organizations, like Regional COO, ICA Regional Heads, MU/LoB COOs, Heads of Commercial Finance and Controlling, Head of CE&X and team
- Monitor KPIs and engage with MUs lagging in terms of adoption and performance through direct involvement with the Sales Field, Support Areas and GBO
- Enable and manage the community of the Market Unit & Regional LoB Champions so they can act as an extension at their level to scale Processes Rollout, Field Enablement and Sales Execution Support
- Incubate new ideas for process improvements to validate feasibility and impact together with Market Units BPs
- Deliver the designated enablement training formats and contents provided by Global across the region through direct engagement with MUs Sales Field, Support Areas and GBO
- Actively contribute to the global COE by providing feedback and request adjustments as business cases to Global Franchise to improve and innovate on processes for higher adoption and impact + share regional good practices and success stories
- Participate, coordinate and sign-off on End User Testing on behalf of the region
- Where relevant, approve/reject access requests to franchise solutions
- Actively contribute to the one team spirit. Share successes, learnings, and best practices beyond internal borders or silos. Animate a community of MU & LoB champions to collect business requirement, enhancements as business cases and share local good practices.
- Assist Global and regional management in the preparation of reports and analysis

CORE TASKS:
- Lead the SAP Deal Management (Deal Qualification, Deal Review & Closing, Sales To Success) and Forecasting Framework as part of F4CS Sales Operating Model linking both practices as part of SAP's sales cycle with all process's stakeholders and across Market Units and Line of Businesses
- Participate and guide Market Units and Line of Business in the execution of Deal Management and Forecasting Practices to assess impact and propose improvements
- Partner with EMEA South Solution Advisory Head and Organization to align the Deal Qualification and Deal Progression Adoption Strategy, Tactics and Resources to constantly improve the practice and sales execution impact
- Partner with EMEA South ICA Regional Heads and their Organizations to align on Deal Management Adoption Strategy and Tactics
- Support Harmony Deal Management Tool adoption across the Sales Field Users and leverage on Franchise Standardized Tools and Reports to enable sales execution automation and simplification of processes
- Support the Quarterly identification of Regional/Market Unit Top Deals to secure with Market Unit GBO Teams the requested Global/Regional Top Deal Assessment and Progression visibility through the standardized tools for Board Meetings and Top Executive Deal Sponsorship Initiatives
- SPOC and Lead for enablement of Deal Management and Forecasting Processes
- Support the EMEA South Regional Deal Management and Forecasting Cadence
- Deliver valuable insights on business performance through deep data analysis for the Region and MUs
- Continuous enhancement of existing practices and development of new processes
- Support on the monitoring of Sales To Success Process

Requirements

SKILLS:

Subject matter expertise
- The RPE of course will be expected to know the designated process inside out and backwards including how it is being executed in the field, what the issues and gaps are, how the underlying systems and tools work, etc.
- This expertise is necessary to not only drive improvements in the process but to also project credibility when implementing changes.

Thought leadership
- This is not about small incremental improvement.
- The RFE needs to take us to world class performance and maturity levels with new and innovative ideas.

Communication
- Success will be dependent on effective communication across multiple dimensions: presenting the process in simple understandable terms (especially given that we have a lot of complex dimensions and nuances to our processes), convincing/selling change to stakeholders, justifying investments (IT, budget), showcasing improvement results, etc.

Collaboration
- RFE will be expected to work closely with other global, regional and local colleagues to collaboratively design, implement and govern the process and process related elements.
- The RPE needs to have the right balance of listening to, leading and motivating others.

Change Management
- The RFE must be knowledgeable and experienced in driving change in a complex global environment as he/she will be expected in some cases to implement significant changes to the processes and practices that are deep routed in SAP history and culture

Executive presence
- Change is difficult in this organization and the RFE will need the strong backing and commitment of our senior executive leaders form vision to results.

Managing in a complex environment
- Our business is big and complex and so the RFE needs to navigate through and distill the complexity to deliver results

Enablement
- The RFE must be comfortable in training large audiences of end-users virtually or on site as well as training the trainers

REQUIRED WORK EXPERIENCE:

5+ years of experience on a similar position and also:
- Previous Sales Operations and Sales Strategy
- Excellent communication skills
- Demonstrated written and oral presentation abilities
- Proven ability to plan pro-actively, anticipate issues and have excellent problem resolution records with little or no assistance.
- Excellent at follow through.
- Independent thinker, able to multitask and meet aggressive deadlines with a high degree of accuracy in a complex environment.
- Work well under pressure
- Executive presence & demonstrated leadership skills
- Ability to collaborate within and outside of immediate operation department
- Can do attitude

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:
- University or adequate work experience. Post Graduate studies is a +
- Proficient level of written and spoken English

We are SAP

SAP innovations help more than 400,000 customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with 200 million users and more than 100,000 employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, we build breakthroughs, together.

Our inclusion promise

SAP's culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone - regardless of background - feels included and can run 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 employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.

SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities.

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.