Regional VP Sales, Human Capital Management - Midwest

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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. 

PURPOSE AND OBJECTIVES

As SAP accelerates the growth of its Public Cloud solution offerings, the primary purpose of the Regional Vice President Sales (RVP) position is to cultivate a team of high performing First Lines Sales Managers (FLSMs) and individual contributors to consistently attain targeted bookings and revenue goals. This position is also responsible for executing against regional targets across relevant non direct selling channels in areas such as Partner/Ecosystem and Programs. To accomplish these goals, the RVP must develop a culture, methodology, operating vision and strategy to ensure high Customer Satisfaction and Growth in market share for the Midwest geographical region in North America (NA). This senior executive sales role will report to the SVP/CRO of SAP SuccessFactors NA.

EXPECTATIONS AND TASKS

• Sets vision and strategy for the sales team; align with regional FLSMs to ensure quota attainment across industry and territory plans and ensure growth in all revenue streams across direct sales and other non-direct channels, such as ecosystem.
• Be a strategic influencer for HCM NA that is consistent with NA and Global strategic objectives.  Be a key contributor to engage and influence our internal Marketing, Product Management, Value Advisory and Center of Excellence organizations on critical focus areas for HCM.
• Builds a network of executive relationships with key customers and partners that can be leveraged to drive customer satisfaction, value, consumption, and budget attainment.
• Own the Midwest budget for remaining FY24 and going forward.
• Have responsibility for all HR related topics for direct and indirect reports
• Align and drive the OneTeam, Live BETTER, Work BETTER, Celebrate BETTER culture within the HCM organization.
• Provide vision and execution for SAP’s Customer Lifetime Journey engagement model for the HCM sales teams to align with relevant Current Cloud Backlog, Renewals and Bookings/Revenue budgets.
• Create processes and/or assist account teams in identification, pursuit, negotiation, closure, and implementation of new opportunities, overall business process improvement and field escalations.
• Develop and share an effective internal network
• Provide coaching and account strategy support throughout sales cycle(s)
• Facilitate individual growth and development for direct and second level team members

SKILLS AND COMPETENCIES

Within this broad experience framework, the ideal candidate will have demonstrated the following competencies:

·        Results Orientation: The ideal candidate will identify and meet ambitious performance benchmarks, driving for results with a positive impact on SAP’s image and position in the enterprise cloud services market on a consistent basis. This person will be able to point to a pattern of continuously introducing substantive improvements that have significant bottom line impact.

·        Influencing Skills: He/she must possess the executive presence, credibility and tenacity to successfully influence the broader SAP organization, including the development and product marketing organizations, so that the right solutions are brought to market in a timely manner. Therefore, he/she will be someone who invests in building relationships with others and uses the informal structure and culture of an organization to get things done. This individual will bring people together across organizational boundaries to achieve results as a team and share best practices. This person will also demonstrate the personal flexibility to adapt and compromise, when necessary, while actively contributing new innovative thinking to the broader organization.

·        Team Leadership: The successful candidate will be responsible for building and mentoring a high-caliber team. He/she must be able to identify and fill any talent gaps and must mentor and develop team members so that there is a robust talent pipeline within the group. The individual must have demonstrated the capabilities to inspire and earn the respect of his/her people, and the interpersonal skills required to provide effective feedback, both positive and negative. They should be able to show they have made both “good hires” and have made the difficult decisions necessary to remove those who do not deliver the necessary performance. Additionally, the ideal candidate is a sales leader who involves his team actively in establishing sales benchmarks, brainstorming strategies for success, and holding each other to a consistent standard of excellence.

·        Customer Impact: The ideal candidate will leverage his/her knowledge of the customer’s perspective to anticipate requirements and to tailor competitive. He/she will have demonstrated the ability to establish strong executive relationships at the senior-most levels in customer organizations leading to a demonstrable track record of increasing sales and partnership value creation. He/she will have the proven ability to influence, build rapport, and gain credibility with both business and technology executives.

·        Market Knowledge: The ideal candidate will extend his/her contextual knowledge of the enterprise software market, understand market trends to ensure market share gains for SAP through strategic selling well enough to identify creative business solutions to customer problems, and identify emerging opportunities and maintain effective client relationship management.

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

The ideal candidate will have 10+ years of experience selling complex enterprise software and/or IT solutions to leading organizations. In addition, he/she will have direct experience building an effective sales process, organization and execution model cloud and services models, as well as experience building and managing a sales strategy inclusive of strategic Partners. This role is within one of SAP’s highest growth potential segments and offers an expanding product portfolio. Therefore, this individual must have the ability to build deep relationships and creatively identify and drive opportunities to deliver value and business solutions, including the ability to gain credibility and build relationships quickly with key customer and industry contacts.

This executive will have demonstrated his/her ability to aggressively grow a technology services or enterprise software business, as well as a focus on high-end solutions. This will be evidenced by not merely growing with the market but by leading an organization to profitably gain market share and grow faster than competitors. This individual should have a strong sales leadership background and must possess true executive level leadership capabilities with a proven grasp of overall business segment success and ability to work with the appropriate development and delivery resources. The successful candidate will exude confidence, inspire teamwork and collaboration, and be seen as a good coach, mentor and advocate.

Bachelor’s degree required.

Minimum of 10 years related business software sales experience.

Minimum of 3 years management experience in a fast-paced, consultative, and competitive team-selling environment required

Second line sales experience preferred

Proven methodologies and plans for consistent pipeline development.

Must have expertise in consultative selling methodologies

Prior experience in business application software sales also required

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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.  

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. If you are interested in applying for employment with SAP and 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: Careers@sap.com.
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

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.

Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 362700 - 616600(USD) USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.

Requisition ID: 406898 | Work Area:Sales  | Expected Travel: 0 - 10% | Career Status: Executive | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid

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