Head of HCM GC

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SAP SuccessFactors is the global provider of cloud-based Human Experience Management solutions. Our Human Capital Management (HCM) application suite integrates onboarding, social business and collaboration tools, a learning management system (LMS), performance management, recruiting software, applicant tracking software, succession planning, talent management, and people analytics to deliver business strategy alignment, team execution, and maximum people performance to organizations of all sizes across more than 60 industries.

We are looking for a senior executive to build and lead a world class capability for SAP HCM across the Greater China market unit.

This role will have direct responsibility for the Greater China market unit SAP HCM revenue target, which includes new bookings and renewals contribution to net bookings, and will focus on the implementation, adoption and overall success and satisfaction of our HCM customers in Greater China.  In addition, the successful candidate will drive continuous improvement of the HCM business and achieve profitability targets by driving adoption and implementation of standardized operating rhythm, services, methodologies and tools, importing his / her own knowledge and experience, knowledge of the market and personal network to develop and execute an effective long-term sales strategy and plan in the Market unit & region.

This Greater China specific role will report directly to the Head of SuccessFactors for Asia Pacific (APAC) and will have a dotted line to the Managing Director for Greater China.

The role requires a best-in-class sales track record in selling software.  While SAP has a large install base this role should be considered a ‘high energy’ new business role, focused on generating net new, white space business.  The leader needs to create and implement a plan for the Market Unit that generates the required total cloud pipeline and high conversion in order to grow the business in accordance with budget expectations. The leader needs to work collaboratively with Solution Advisory, Customer Success and Industry focused teams to maximise revenue potential and minimise churn and renewal risk.

Key responsibilities

1. Develop the Greater China HCM go to market strategy and operating plan.  Lead successful execution across the region.
2. Drive Greater China HCM revenue growth in the region including new bookings and renewals with an overall focus on net bookings. Demonstrate outstanding sales execution track record, ensuring SAP’s sales methodologies and common processes are in place and defining clear territory engagement guidelines.
3. Monitor and take necessary measures to ensure adequate pipelines of opportunities and demand generations for sustainable growth across the region.  Drive the integrated demand management program to achieve TCP and conversion targets
4. Utilize 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.
5. Design industry and segment specific sales plays, leveraging content and material from the Global SAP HCM team and other sources.  Ensure there is a proper business case with clear and attractive Return on Investment (“ROI”) impact, on each proposal SAP presents.
6. Leverage internal sales enablement teams, as well as development and support organizations, involving them on the early stages of sales cycles to drive expected results.
7. Lead programs to ensure end-to-end customer coverage from initial signing to go-live to expansion and renewal.
8. Build a network of executive relationships across industry, community and business groups, and with key partners and customers, stay abreast of issues impacting business and sales, providing meaningful judicious advice to retain and grow the business through integrated solutions.
9. Develop the Ecosystem required to support and scale the SAP HCM business in Greater China, including resell, implementation, and acceleration of partner driven territories
10. Stay current and informed on all new campaigns, understanding their objectives and relevance, communicating to the Sales teams and ensuring all involved know the roles to play in making campaigns successful.
11. Support the development of  SAP HCM customer references and case studies
12. Lead and facilitate an adequate governance model that will leverage cross line of business efforts/Business Suite focus
13. Inspire and influence internal stakeholders, experts and other resources not under direct control, help remove obstacles to goal achievement. Influence product management and development teams to ensure product and localization requirements are being met for customers in the region.
14. Recruit, develop, train and motivate a group of high achieving A-players.  Drive competencies through aligned enablement and accreditation programs.
15. Drive each direct or dotted line team member to deliver on expected quarterly/annual sales objectives.
16. Facilitate alignment and effective communication within sales team and internal / external key partners / customers and promptly resolve any conflict to encourage harmonious and productive interaction.
17. Facilitate individual growth and development of Sales team, setting objectives, performance standards and priorities, coaching and acting as role model on sales approaches and account leadership.
18. Effectively manage remote resources, giving quality time and leveraging company’s resources.  Embrace Value University proposal and requirements, leveraging SAP’s available tools and supporting people training initiatives.

 Success Criteria

1. New bookings/Net Bookings (ACV) revenue budget attainment
2. revenue forecast predictability and linearity
3. Annualized Cloud revenue retention rate
4. Customer revenue growth
5. Total Cloud Pipeline, Conversion, R4Q and ADRM pipeline coverage
6. Customer Net Promoter score
7. Customer referencability
8. Count of Cloud customers 

Education and Experience

The ideal candidate must be an accomplished senior sales leader and GM, with sound reputation, gravitas, and consistent successful track record of achievement in a complex and culturally challenging region.  He or she needs to have a profound market understanding in judicious and consultative sales, with the ability and credibility to engage the client’s “C-Suite” and winning their trust and consequent business, coupled with demonstrated experience and expertise in crafting significant seven and eight figure software deals.  Local experience is required.

Behavioural competencies    

1. Strong coaching and mentoring mentality
2. Demonstrate Authenticity in leadership approach
3. A strong will to win and ability to inspire team and others to action
4. Strong intellectual capabilities to take business and judicious leadership.
5. Sound entrepreneurial attitude.
6. Extensive hands-on management experience in a multi-national environment.
7. Demonstrated ability to win others and to align with peers and colleagues across a large territory.
8. Is organizationally agile; can navigate a complex organization to reach a goal or objective.
9. Is culturally-savvy, has experience working across borders, deals easily with individuals from different cultures and backgrounds.
10. The success of the candidate is dependent on the ability to influence colleagues and peers.
11. Strong communications skills and charismatic personality are pre-requisites.
12. High potential to further grow and develop within the organization.

Language requirement:

Good command of both English and Chinese

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 (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 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.

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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.
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EOE AA M/F/Vet/Disability:

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), 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.

Requisition ID: 421872  | Work Area: Sales  | Expected Travel: 0 - 50%  | Career Status: Management  | Employment Type: Regular Full Time   | Additional Locations: #LI-Hybrid.