Share this Job

Head of Services Sales and Delivery Mexico Job

Apply now »

Date: Oct 21, 2020

City: Mexico City, DIF, MX

Company: SAP

Requisition ID:268156
Work Area: Sales
Expected Travel: 0 - 40%
Career Status: Executive
Employment Type: Regular Full Time
Career Level: T5

Hiring Manager: Marcelo Piquet 

Recruiter Name: Yolette Caldwell




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.

The Head of Services Sales and Delivery is a senior SAP leader responsible for implementing the SAP services strategy in Mexico. As such, the Services Market Unit Head, is a trusted advisor, strategic leader and visionary innovator responsible for driving the LACE model across a combined sales and delivery organization. This leader has a strong emphasis on customer success and delivery excellence in combination with a focus on managing the P&L for their results (booking, revenue and margin) whilst maintaining employee trust and engagement. This key position is part of the Global Services team which represents an organization of 20.000 people.


There are five focus areas for this role:

  • Business Strategy & GTM Leadership: Drives an innovation mindset in all areas of the business. Takes a future focused approach to markets, talent, products and customers to execute Services Strategy focus on customer outcomes and expanding presence in the Cloud.  Demonstratable evidence of direct client interaction, direct executive relationship development, and commercial negotiation and experience implementing and delivering complex systems integration arrangements.  Acts as the face of SAP to the customer with a commanding executive presence.  Develops market segmentation models to maximize market unit performance against financial targets while meeting strategic goals to protect customer success at scale.  Ability to develop market unit GTM model leveraging partners across top accounts, key accounts and volume segment. Creates and executes a vision for the end to end customer experience and employee success.
  • Organizational & Transformational Leadership: Become the Market Maker.  Accountable for managing the full spectrum of services in a holistic manager.  Strong focus and ownership on adoption and consumption on SAP offerings in alignment with sales and partners across the full life cycle from Sales to Delivery.   Message the Services story across the entirety of SAP products, capabilities, and differentiators creating a world class client experience.  Acts as a visionary leader who translates corporate vision and culture into a tangible roadmap for others to execute. Demonstrates negotiation skills in a complex, political environment.  Is seen as a thought leader in the broader industry and field (outside of SAP).  Significant experience leading transformational change and motivating large teams in a matrixed environment with complex cultures.  Is viewed as purposeful leader with a passion for building a culture and uniting teams.   Influences others and leads with personal impact creating a followership and an environment of trust.
  • Services Delivery Leadership: A leader who comes with an advanced set of skills with regard to enterprise consulting, and enterprise systems integration, as well as general management and selling skills. Deep understanding of running a services delivery organization rooted in consulting delivery experience at the individual contributor and manager level. Manage and mitigate delivery risk. Responsible for the defining and executing on the MU Service Delivery plan. Drive productivity, manage resources and help improve usage of remote delivery to achieve assigned operational and financial targets. Will bear primary responsibility for ensuring seamless internal integration between Professional Services, Innovation, Support, Maintenance and Education for the clients in the market unit ensuring one face to the customer and one strategy.
  • Employee Experience:  Directly lead a team of 60 people, while ensuring the success of all extended teams deployed in their engagements. Advanced people and general management skills to attract and hire a diverse pool of agile and innovative talents that meets the needs of the broader team mix and future of Services and SAP. Drives overperformance and utilizes rigorous performance management to set a standard for success and address performance issues.  Has a keen awareness of the key roles and skills for team success and can develop a strategy to build and acquire those skills.


  • Operational Excellence:  A leader strong in the production of outcomes, not just in the forecasting of them. Able to produce a meaningful and predictable professional services business while demonstrating mastery of forecasting.  Strong financial acumen with an ability to navigate professional services arrangements in a cloud company.  Overall accountability for the delivery portfolio performance month on month, year on year.  Ensure that all Key Performance Indicators (KPIs) are understood and consistently cascaded down. These are tracked and managed in accordance with the established Services governance framework and cadence. KPI’s include bookings, revenue, project margins, utilization, delivery and subscription. Collaborate with finance in creating budgets for revenue, expense and operating profit.    Manages pricing and discounting across the portfolio of clients, products and individual opportunities with an eye toward maximizing the total performance of the portfolio.   Diligent in managing cost of sale and removes friction from the supply chain of selling.  Balance available capital for investment across top accounts and key accounts.


          Competencies and skills: 

  • Excellent sales experience with CxO level customers
  • Excellent sales strategy skills at both account and opportunity level
  • Strong strategic thinking and decision-making skills
  • Excellent analytical skills in combination with the ability to “think out of the box”
  • Understanding of Digital Transformation and its impact on customer business
  • High level of maturity and self-confidence in order to interact with high-level executives, inside and outside the company and often in a boardroom environment
  • Ability to manage stress and conflict
  • Strong process-orientation and organizational change skills

    Managerial Experience
  • Strong stakeholder management and influencing skills, enduring focus on Customer Success and experience in engaging with the C-suite
  • Proven experience in successfully leading cross functional teams without authority / in a matrix construct
  • Cultural awareness & sensitivity, experience working across diverse cultures, nationalities and belief systems
  • Strong interpersonal skills with advanced networking capabilities and business development skills
  • Experience in decision making within own area of responsibility and managing engagements as a business
  • Experience with managing a sizeable P&L of over 40MUSD/year.
  • Experience in leading and managing a diverse and territorially distributed team in a matrix structure (100+ employees).

    Functional Experience
  • The ideal candidate would have over 10-15 years of relevant and current experience with running a professional services organization in an SAP environment
  • Passion for technology and applied innovation to address customer business problems
  • Proven ability to drive delivery execution within their area of responsibility, proficiency in aligning cross-topic objectives and approaches within a matrixed organization
  • Experience in strategic thinking and conceptual design of complex engagements
  • Solid knowledge of key SAP solutions and respective industry business process understanding.
  • Experienced at leading customer interaction with senior executives




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: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com).

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

Additional Locations

Job Segment: ERP, Business Development, Consulting, Outside Sales, Sales, Technology