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Director of Sales Ecosystem - Successfactors Job

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Date: May 24, 2019

City: Mumbai, MH, IN

Company: SAP

 

 

Requisition ID: 211675
Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time

COMPANY DESCRIPTION
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.

Director of Sales – Ecosystem, SAP SuccessFactors APJ

 

 

SUMMARY:

 

The Director of Sales – Ecosystem (DOSE) Owns the Ecosystem relationships with the SAP SF or HR Technology practices of our key Ecosystems (global SI, boutique SI, HR Advisory) with a focus on incremental growth of SAP SF’ software license revenue within our HCM solution portfolio. 

 

This specifically includes proactively developing both the Ecosystem’s and SAP’s business in these 3 key areas:

  1. SAP SF License Sales: Drive incremental Ecosystem-driven deals via tight alignment with our Field and the Ecosystem
  2. Net New Joint Deals:  Identify pipeline opportunities to be closed in the current Q and FY (excluding existing pipeline or known RFI opps) based on the unique assets and capabilities of Ecosystem and SAP SF
  3. Demand Generation: Leverage the unique capabilities of Ecosystem to build pipeline via Marketing initiatives such as events, roadshows, webinars, joint asset creation, etc. that showcase the uniqueness of the Ecosystemship   

The DOSE is also responsible for coordinating all SAP SF interactions internally and externally (respective Fields, Executives, Solutions teams, etc) in the designated Region/Market Unit.

Primary Measurements: Incremental Ecosystem-Influenced Revenue target, Net New Deals, and Demand Generation.

EXPECTATIONS AND TASKS:

Ecosystem Sales – Proactively drives Ecosystem’s SF deals via:

  • Alignment with Ecosystem on joint approaches to all deals
  • Ecosystem governance based on regular cadence and communications on joint close plans
  • Collaborates with internal SAP teams (Account Executives, Senior Executives, Product, Support, Professional Services, Ecosystem, Strategy, etc.) acting as a strategic liaison between the Ecosystem and SAP to ensure sales successes, aligned strategies, and effective communications
  • Professional preparation and leadership of all relevant Ecosystem / SAP SF meetings
  • Prevent and resolve conflicts between Ecosystem and SAP. Escalate as needed 

Ecosystem Demand Generation and Pipeline Creation - Responsible for Ecosystem’s pipeline development and driving to SAP’s expectation of pipeline multipliers:

  • Ensure Ecosystem collaborates to build and execute joint demand generation activities with SAP local, regional, and industry Sales, Ecosystem and Marketing Teams to grow pipeline and agree to account plans
  • Influences Ecosystem to effectively invest in Marketing and Demand Gen activities
  • Develops and executes a pipeline development plan to meet Ecosystem’s pipeline multiplier goals, net new name goals, revenue commitments and customer reference targets
  • Drive & own the forecast with the Ecosystem and be accountable for Ecosystem participation.
  • Diagnoses and prescribes corrective action for underperforming Ecosystems
  • Ensures Ecosystem and SAP teams operate in a professional and ethical manner; take action or escalate if professionalism and ethics standards are not being met 

Ecosystem Governance - Disciplined joint business planning and deal execution process:

  • Annual meeting to ensure proper planning and execution of joint Sales, Marketing, and Enablement
  • Document joint commitments and investments
  • Execute on deals with measurement, accountability and reporting on results on a weekly, monthly and quarterly basis
  • Utilizes existing experts within Ecosystem and SAP to prepare, deliver and follow up on the business planning

 

 

WORK EXPERIENCE:

12+ years working experience in the HCM software industry in Sales or Ecosystem facing roles (i.e. Sales, Alliances, Consulting);

Demonstrated sales and Ecosysteming leadership skills 

Relevant experience in Cloud / ERP software topics

Business development planning and execution experience in driving sales pipeline, demand gen, and enablement with Ecosystems

Strong analytical competencies 

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:

Effective communication and presentation skills at an executive level

High energy – brings optimism, innovative ideas and a play-to-win attitude

Proven capability to work in a team and collaborate; with independent accountability

Microsoft Office tools, including Word, Excel and PowerPoint

Local market knowledge and understanding (software industry, trends, vertical market industries, etc.)

Business level English: yes

Business level local language: yes

Bachelor equivalent: yes

Master equivalent: preferred

WHAT YOU GET FROM US

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.

SAP'S DIVERSITY COMMITMENT
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.

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