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Head of SAP Customer Experience - Spain Job

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Date: Nov 11, 2018

City: Madrid, MD, ES

Company: SAP



Requisition ID: 190571
Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Management
Employment Type: Regular Full Time

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.



About SAP Customer Experience

SAP Customer Experience helps build trusted relationships between brands and their customers to unlock a new world of digital innovation, customer value, and sustainable growth.  SAP Customer Experience brings together the portfolios and teams from the Hybris, CallidusCloud, Gigya and Coresystems acquisitions to form SAP C4/HANA, our integrated technology suite.  We have a bold mission ahead and have complete support across SAP to revolutionize the front office and bring it together with our back-office through S/4HANA. Across SAP Customer Experience, being bold and winning is paramount to our culture and our people thrive in high performing teams. We seek talent who want to innovate, be disruptive, and who support mutually agreed upon goals and ambitions. As a fast-paced growth business, there are no limits to how our teams will shape the future of SAP and our industry.


The Hybris omni-channels solutions are top-rated for helping companies innovate faster and sell more.  Combined with SAP, the offering is even more powerful.  For B2B scenarios, SAP+hybris is ranked number one in a recent Gartner report.


With SAP’s CX solutions, businesses can:

  • Bring sales, service, and social engagement in an integrated SaaS CRM system
  • Gain a 360° view of customers to understand their needs in any given moment
  • Use analytics and predictive insight to improve interactions across all channels
  • Run your business anywhere, anytime on any device with a mobile-first approach
  • Get up and running quickly and cost-effectively with subscription-based cloud CRM solutions


The CX platform has the following elements:

  • Dynamic customer profile engine
  • Segmentation, predictive analytics and contextual analysis engines
  • Marketing planning, budgeting and orchestration
  • Recommendations and on-site targeting
  • Real-time behaviour-based remarketing
  • Marketing performance management
  • Open APIs to work with an open ecosystem of marketing solution providers


The ideal candidate will bring both the domain expertise (front office, customer engagement) and excellent sales leadership (disciplined process, value proposition, regular cadence).  He or she will ideally have experience with both rapid growth at start-up situations and long-cycle big deals at more mature companies.  He/she will be able to work well with various sales groups within the entire SAP organization across Iberia; and be able to leverage the entire SAP salesforce to drive sales of CX solutions.



Responsibilities are to:


  • Work closely with the SAP EMEA and SAP Spain management team to develop, agree and execute on the Hybris go-to-market across the market unit.


  • Recruit, develop, coach, enable, and motivate a group of high-achieving A-players


  • Understand the need for product innovation from the market and work with the product team to deliver innovation strategy.


  • Demonstrate outstanding sales execution ensuring SAP’s sales methodologies and common processes are in place and defining clear territory engagement guidelines


  • Monitor and take necessary measures to ensure demand generation and adequate pipelines of opportunities for sustainable growth across Iberia.


  • 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


  • Build a network of relationships across industry, community and business groups, and with key partners and customers – while staying on top of business issues in order to provide meaningful strategic advice to help customers through integrated solutions


  • 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


  • Support the development of solid Hybris references


  • Lead and facilitate a governance model that will leverage cross-LoB efforts


  • Involve internal Virtual Account Teams as well as development and support organizations during the early stages of sales cycles in order to help achieve expected results


  • Inspire and influence internal stakeholders, experts and other resources not under direct control; and help remove obstacles to goal achievement


  • Drive each direct or dotted-line team member to deliver on quarterly/annual sales targets


  • Facilitate alignment and communication among sales team, internal/external partners and customers and promptly resolve any conflict to encourage productive interaction


  • Facilitate individual growth and development of Sales team, setting objectives, standards and priorities, coaching and acting as role model on sales approaches & account leadership


  • Manage remote resources, dedicating quality time and leveraging company’s resources


  • Embrace Value University proposal and requirements, leveraging SAP’s available tools and supporting people training initiatives





  • A minimum of 15 years of sales leadership experience across Spain.
  • Deep experience in IAAS or PAAS
  • Sold Customer Engagement solutions and/or CRM, e-commerce, marketing solutions
  • Achieved rapid top-line growth in cloud products
  • Crafted and secured million-dollar software deals
  • Built and upgraded sales organization and capabilities as revenues ramped up
  • Led a highly-disciplined sales process with proper pipelines and accurate forecasts
  • Integrated a smaller acquired company into a much larger multi-unit organization
  • Managed business development, sales operations, presales, services, and support


Key Competencies

  • Sales leadership: Must be an accomplished senior sales leader with sound reputation, gravitas and a successful track record in strategic and consultative sales across a complex and culturally challenging region
  • Customizing strategies to build capabilities and achieve revenue growth, with equal focus on selling directly to end-customers and selling internally
  • Upgrading sales teams to become increasingly productive and successful
  • Putting in place disciplined and best-practice sales management processes


  • Visionary and trusted advisor in customer engagement
  • Thought leader in the field of customer engagement and e-commerce
  • Building and growing a customer engagement solutions organization
  • Leadership across Spain, and being the driving force for innovation
  • Building and growing a profitable regional organization
  • Taking a portfolio approach to achieve targets, reduce dependency and develop talent
  • Tailoring influence and stakeholder management to leverage partner resources in different markets across the region to amplify limited core capabilities – and to navigate around issues with organizational agility and imaginative solutions


Personal Traits

  • Aggressive and high-energy, yet focused, disciplined and process-driven
  • Reliable, resolute, resourceful and results-oriented; a hands-on entrepreneur
  • Able to get along well with colleagues while putting his/her point across effectively
  • Achievement-oriented with a healthy ambition – yet with ego in check
  • Seen as an authentic leader with impactful leadership and influence
  • Competitive with strong will to win; able to mentor, coach and inspire others to action
  • Positive, can-do attitude


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.

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.

SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team (Americas: or, APJ:, EMEA:

Successful candidates might be required to undergo a background verification with an external vendor.

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