Job closed
Ref: KP442-118
Job description / Role
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:
Lead a team of Solutions Advisors that aligns Solutions with SAP's GTM efforts (LoB, Industry et al) in order to build pipeline and enable and accelerate sales execution efforts on a regional and or global basis. Understands solution segment priorities and addressable market opportunities for both Software and Cloud environments cross- industry and customer segment. Articulate our competitive advantage for customers and prospects Manages and monitors the implementation of solution/LoB business strategies, objectives, and scalable governance models to successfully achieve targeted solution/LoB segment revenue, margin, and market share goals. Builds and maintains strategic partnerships with key solutions/LoB segment decision- makers internally and in partner and customer organizations. Manages solutions expertise ensuring business critical & innovative results. Responsible for delivery of outcomes. Directs the implementation and execution of solution/LoB segment functional business plans integrating functional and financial objectives. Represents SAP externally on specific solution/LoB segment subject matters.
EXPECTATIONS AND TASKS:
• Help develop and are accountable to execute Global/Regional solution/ LoB segment business development and sales forecasts to ensure revenue attainment. Provide executive deal support and sponsorship to the field on strategic, must win accounts.
• Partner with Senior Management to develop and successfully implement Go-To-Market Strategies derived from the respective solutions/ LoB portfolio planning processes. This could include areas such as: enablement, launches, ramp-up, solution strategy, pricing, investment cases, M&A, strategic partnering. Demonstrate the ability to provide a customer with a roadmap from their current IT environment to a Cloud environment
• Ensure resources are effectively coordinated and mobilized to provide on-demand access for solution/ LoB specific expertise to accelerate deals and enable scale. Oversee effective communities of practice which accelerate the monetization of opportunities via Influence and manage the creation and adoption of standardized approaches for value based sales activities (pipeline build and sales plays/programs) on focus solutions. Act as trusted advisor for customers; role model SAP’s values. Help customers become best run businesses in their industry.
• 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.
Requirements
WORK EXPERIENCE:
• Senior experience in Solution Management, Pre-Sales (Solution Sales), Sales, Consulting and / or Business Development roles with large, multi-national software/technology organization a plus.
• SAP product application experience and /or relevant solutions/LoB experience.
• Solution/ LoB business experience in one of SAP’s target solution segments (like BU, HCM, oCFO, CRM, SCM/ SRM/PLM, etc).
• Prior experience successfully managing people/teams.
• Experience in Cloud in the B2B environment.
• Working knowledge of cloud, Hosted Services, and SaaS/ PaaS models, cloud -based commerce/ business networks.
• Business planning, business case development & operational excellence.
• Record of building strong customer relationships.
EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:
• Bachelor’s degree (or equivalent) required, MBA or equivalent degree required from accredited university preferred
• Fluency in English, any other language an asset. Fluency in the language of local markets desirable.
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.