Sales Manager - Public Sector

Job description / Role

We help the world run better

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. 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.

Role description

• Responsible for building and leading a world-class team that will sell SAP's solutions via aggressive and value-based market penetration strategies.

Expectations and tasks

• Recruits a team of high-caliber sales talent, introduces strong sales processes, supports the development of a full pipeline of sales prospects, engages customers and partners at the executive level, motivates the sales team, resolves conflicts, removes barriers, and provides recognition in the pursuit and achievement of sales revenue and profitability.
• Defines a vision and creates a winning strategy that draws upon the strengths of SAP and responds to specific market needs, generating competitive advantage on existing markets and developing consistent new revenue streams that will guarantee short and long-term achievements.
• Develops and applies an in-depth understanding of SAP's processes and procedures and sales tools and systems as well as enterprise market, including industry, marketplace, strategies and trends, competitors, and competitive tactics to develop an effective long-term sales strategy and plan.
• Demonstrates outstanding execution track along the sales cycle, ensuring SAP's sales methodologies and common processes are in place and defining clear territory engagement guidelines.
• Monitors and takes necessary measures to ensure adequate pipeline of opportunities and demand generation for sustainable growth.
• Utilizes a disciplined approach for successful solution selling (value-centric sales approach), establishing and maintaining accurate, timely, and documented sales revenue forecasting procedures, providing required updates to SAP executive management.
• Ensures there is a proper business case with clear and attractive ROI impact on each proposal SAP presents.
• Builds a network of executive relationships across industry, community, and business groups, and with key partners and customers to stay current on issues impacting business and sales, providing meaningful strategic advice to retain and grow their business through integrated solutions.
• Stays current and informed on all new campaigns, understanding their objectives and relevance, communicating to the sales team, and ensuring all involved know the roles they play in making campaigns successful.
• Supports the development of solid references.
• Drives the team towards expected market penetration and customer/partner satisfaction levels.
• Takes advantage of internal virtual account teams as well as development and support organizations, involving them in the early stages of the sales cycle and driving expected results.
• Inspires and influences internal stakeholders, experts, and other resources not under direct control, helping to remove obstacles and aiming for goals achievement.
• Drives each sales team member toward expected quarterly and annual sales objectives.
• Facilitates alignment and effective communication within the sales team and internal/external key partners/customers and promptly resolves any conflict to encourage harmonious and productive interaction.
• Facilitates individual growth and development of the sales team, setting objectives, performance standards, and priorities, coaching and acting as a role model on sales approaches and account leadership.
• Effectively manages remote resources, dedicating quality time and leveraging the company's resources.
• Embraces GCO Sales University, leveraging 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 you are a part of 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.

Work experience

• 15+ years of experience in sales of complex business software and IT solutions.
• Proven track record in business application software sales.
• KSA public sector experience essential.
• Experience leading/managing in a team selling environment.
• Demonstrated success with complex, long-cycle sales campaigns in a fast-paced, consultative, and competitive market.
• Demonstrated success negotiating complex contracts.
• Demonstrated knowledge of consultative selling methodologies.
• Proven abilities in managing highly complex organizations and applying risk-mitigation strategies to customers.
• Business level English: Fluent.
• Local language: Fluent, business level.
• KSA-based candidates preferred.

Education and qualifications / skills and competencies

• Bachelor equivalent.

Bring out your best

SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning 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 two hundred million users and more than one hundred thousand 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, you can bring out your best.

We win with inclusion

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. Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, etc.), sexual orientation, gender identity or expression, protected veteran status, or disability. Successful candidates might be required to undergo a background verification with an external vendor.

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.