Head of General Business Sales

SAP Middle East & North Africa

Dubai, UAE

Ref: KP442-780

Job description / Role

Employment: Full Time

Work Area: Sales
Expected Travel: 0 - 50%
Career Status: Management
Employment Type: Regular Full Time

Company Description

SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That's why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it's the best-run businesses that make the world run better and improve people's lives.

Job Title

General Business Sales Director / VP

About SAP

SAP's vision is to help the world run better and improve people's lives.

As the cloud company powered by SAP HANA®, SAP is a market leader in enterprise application software, helping companies of all sizes and industries run better. SAP empowers people and organizations to work together more efficiently and use business insight more effectively. SAP applications and services enable our customers to operate profitably, adapt continuously, and grow sustainably.

At SAP, we believe in the power of collaboration and empower our employees to perform at their best in an

environment that encourages free and open expression of ideas. You'll work alongside creative thinkers who share your interests, while turning big ideas into reality for our customers. With innovative job training, mentors to help you grow, and the flexibility to balance your work and personal life, you'll be able to get more out of your career. It's no wonder that some of the sharpest minds from around the world are working for a company that is consistently recognized as a global top employer.

Now it's your turn to take the next step and help make the world Run Simple.

Expectations and Tasks

The General Business Head is responsible for the development of SAP revenue on the General Business segment which is mainly partner-driven. The GB Leader lead directly and indirectly all the GB resources covering the Middle East South cluster; he/she is working in conjunction with Sales Managers, Partner Managers etc.

Main Responsibilities

- Revenue achievement for on-prem and Cloud software
- Indirect revenue Growth
- Building a culture fostering innovation, people development, fast growth
- GTM and Market coverage in alignment with Global and regional guidelines.
- Drives creation, monitoring and review of Business Development activities
- Participates in strategy formulation and drives core strategies and actions taking on responsibility for KPI achievement
- Ensures coaching of partner sales reps to interact with prospects in large or complex SW and Cloud deals
- Leverage SAP Franchise to ensure GB is a predictable and sustainable organization.
- Enabling the partner to independently drive business
- Generally, will be focused on volume segment and ensure alignment with Indirect Channel Mgt (respective Partner Business Managers, Inside Partner Business Managers) and Commercial sales s based on key channel economics.
- Manages and motivates the team to meet goals and to introduce innovative strategies.
- Manages productivity of all team members.
- Provides active coaching to improve performance.
- Shares best practices on people development across the team.

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.


Skills and Competencies

- Experience & Language Requirements in region
- Business level English
- Experience in General Business segment and indirect strategies
- Minimum 12-15 years' experience in sales at least 5 in General Business Management
- Successful track record in software sales leadership
- Knowing or having successful experience in multi-channel go to market models
- Experience in Digital selling - Understanding of digital media strategy
- Understanding the principles of solution selling through and with Partners
- Min 3 - 5 years successful people management experience ideally as a Manager managing Managers
- Local market knowledge and understanding
- Knowledge of ERP market
- Results driven personality able to maintain strategic business focus
- Ability to effectively define, plan, schedule and control strategic projects
- Ability to prioritize in a complex, multi-tasking environment


- Relevant University Degree: Bachelor/Master

Work Experience

- Senior professional with long experience in Channel management (Sales, Marketing, Business Development or other) across multiple partner types within IT industry
- People management experience at scale in complex, highly matrix environments
- Strong leadership ability across regions and channels
- Regional and local market knowledge and understanding
- Experience selling complex IT solutions, ideally in the Enterprise Applications category, taking new products to market
- Results driven personality able to maintain strategic business focus
- Proven track record of boosting partner sales and achieving revenue growth through this channel
- Ability to prioritize in a complex, multi-tasking environment


Dubai 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.

What You Get From Us

Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you're searching for a company that's dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment - apply now .

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.

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