Sales

North America Director, Network Executive (SAP Business Networks)

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North America Director, Network Executive (SAP Business Networks)

 

Job Description Summary

 

The Network Director leads and supports the pipeline development, Client engagement and pursuit execution for SAP’s Direct Material & Business Network Supply Chain products. This position will focus on 1 to 2 market unit regions, and is charged with obtaining prospect and customer commitment to SAP programs through the success planning process, which includes obtaining upfront executive alignment and stakeholder excitement, analyzing spend and benchmark data, building a business case, defining a roadmap and obtaining executive buy-in. This role partners with commercial leadership to identify opportunities, create account strategies, ensure coverage of strategic opportunities, and execute collaborative assessments for SAP Business Network sales opportunities. As part of structuring these programs for success, the role works closely with the SAP Customer Organization to ensure the plan for success includes a clear view on an outcome-based roadmap, as well as the right total cost of ownership needed to achieve those outcomes.

 

Area 1: Collaborate with the commercial organization to prioritize opportunities in region for SAP Direct Materials & SAP Business Network. This includes SAP Business Network for Supply Chain, Procurement, Logistics, and Asset Intelligence offerings. Collaborate with other stakeholders such as Field Marketing and other regional account team members to shape the value proposition and innovation messaging for local marketing campaigns. Present Direct Materials and SAP Business Network product roadmap and current capabilities in prospective client engagements and lead requirements gathering efforts to support acquisition of net new clients for SAP.

 

Area 2: Assume a leadership role in devising pursuit strategies in targeted opportunities – often by industry and other targeted product areas (Supply Chain Collaboration, Logistics and Assets). Articulate value potential enabled by the Business Network solutions in strategic customers and net new pursuits. Ensure the highest level of quality is delivered for strategic plans, recommendations, and journey for success.

 

Area 3: Provide standardized approaches for our value based methodology that point to the SAP Business Network & cloud applications. Develop and nurture local reference customers in target industries as well as our partner community. Identify and develop opportunities for business process transformation in the areas of strategic sourcing, supply chain planning, operational procurement, and supply chain execution. Profile a customer’s current maturity across various functions to identify the opportunity and cost to get to best-in-class status. Develop associated business case for business process transformation. Drive executive meetings to obtain buy-in to the program through insightful solution options and a clear articulation of SAP’s domain expertise

 

Area 4: Drive the regional knowledge and process discipline that is required for obtaining stakeholder buy-in for the SAP Business Network in a manner that sets the stage for maximum adoption after sale. This includes painting the broadest vision to all areas of spending within corporate targets, establishing credible flight plans for enabling that spending on the SAP Business Network(aligned to customer scope and value), and positioning the program for immediate enablement once the program kicks off.

 

Area 5: Take up leadership position in key industry clusters relevant to the region. Support the corporate wide knowledge and practices at the industry and stakeholder level for the SAP Business Network and be a global leader in propagating such knowledge.

 

Key tasks include:

· Support & drive pipeline development and growth in the target region – partnering with regional sales VPs, AEs and Field Marketing in target regions. Accountable for demand program execution in Supply Chain Management as the primary focus.

· Focus on flawless execution of pursuits for opportunities in current rolling three quarters.

· Bring Supply Chain Management acumen with best practices and industry centric knowledge to the front lines of the pursuits.

· Drive productivity of the field through tools, re-usable content, and sharing of knowledge and best practices in communities of practice

· Collaborate with ecosystem to close short-term revenue opportunities

· Monitor and influence the execution against plans by other stakeholders such as sales

· Act as trusted advisor for key customers during large “channel master” opportunities

· Ensure the highest quality customer deliverables with compelling value propositions are delivered in every engagement

 

Preferred Competencies

· Displays a strong understanding of best practice business processes related to supply chain management / logistics orchestration.

· Brings deep industry process knowledge and “speak” in Industrial Machinery & Components, High Tech, CPG, Pharma, Chemicals or Automotive

· Ability to influence the opinions and decisions of clients using understanding of client’s organizational processes and best-in-class maturity

· Displays proactive communication (i.e., face-to-face meetings and phone calls are more frequent than emails)

· Speaks to and manages opportunities and accounts across all elements of a successful program (e.g., processes, systems, spend, structure, measures and incentives, people and culture)

· Targets, cultivates, and manages high-level client relationships (e.g. C-level, VP, or Director) to build influence and can intervene when a manager needs a senior presence

· Recognizes the service needs associated with a client-focused business model

· Applies a broad knowledge of Procurement, Payables and/or Supply Chain applications/solutions

· Familiar with the full spectrum of SAP’s services, as well as associated differentiators between SAP’s and the competition’s offerings

· Tailors selling approach for diverse customer groups

 

Preferred Qualifications

· Experience in technology enabled business transformation projects

· MBA or similar advanced degree

· Demonstrated experience in successful service sales environment

· Excellent written and verbal communication skills

· Strong presentation and organizational skills

· Strong leadership and people development skills

· Strong business and financial acumen

· Ability to work in a team environment and share best practices regularly

· Adaptable management style to conform to the varied corporate cultures and organizational structures of our customers

· Strong problem solving ability

· The position will focus on customers located in North America.

 

Minimum Qualifications

· The ideal candidate will have deep experience in one or more of the following functional areas: Supply Chain Management, SAP ERP processes (especially MM and PP), SAP centric MRP/Advanced Planning Systems (APS) or Non-SAP APS’s, Transportation Management, Warehouse Management

· 10+ years practical Materials Management, Production Control or Manufacturing experience in industry or ex-SAP Consulting implementing the same processes.

· Strategy consulting experience at senior manager or principal level

· Ability to travel 40-60%

We build breakthroughs together

SAP innovations help more than 400,000 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 200 million users and more than 100,000 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, we build breakthroughs, together.

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.

Requisition ID: 343638  | Work Area: Sales  | Expected Travel: 0 - 60%  | Career Status: Professional  | Employment Type: Regular Full Time   | Additional Locations: Virtual - USA #LI-Hybrid

Requisition ID:  343638
Posted Date:  Jun 24, 2022
Work Area:  Sales
Career Status:  Professional
Employment Type:  Regular Full Time
Expected Travel:  0 - 60%
Location: 

Newtown Square, PA, US, 19073

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Nearest Major Market: Philadelphia

Job Segment: Logistics, Supply Chain, Supply Chain Manager, Field Marketing, ERP, Operations, Marketing, Technology