Executive General Manager - Corporate, SAP ANZ

 We help the world run better

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.

To set the context, SAP ANZ has high expectations of the EGM Corporate role given the need for a transformation agenda to meet our 2027 business goals. One of the key growth strategies for SAP’s ANZ Market for the next 3 years is to extend our reach within the addressable ANZ market and drive non-linear growth through our Partner Driven and Digital Sales Segments. Through this transformation, SAP ANZ has a goal for our partner business to contribute a greater role to the success of both our customers and SAP business.

Reporting to SAP ANZ Managing Director, the Executive General Manager – Corporate is responsible for the performance of SAP’s Partner Driven and Digital Sales Segments in Australia and New Zealand.  As the public face of SAP for these two segments, the EGM will be responsible for engaging with key stakeholders across partners and customers.  They will lead the ANZ Partner Driven and Digital Sales team with drive and tenacity. They will also foster a passionate and partner centric culture that is focused proudly on what SAP can deliver for this critical growth segment.

The EGM will execute the strategic plan in alignment with the 2027 vision.  They will translate the strategic plan into tactics for both the Partner Driven and Digital Sales Segments to achieve annual cloud bookings and revenue targets. Overall, the main target for the EGM is to drive non-linear growth of the Partner Driven and Digital Sales business. The EGM will be responsible for building a high performing team that is underpinned with a strong foundation of operational excellence.

As a member of SAP’s ANZ Senior Executive Team (SET), they will be a key contributor to SAP’s success in Australia and New Zealand. As a business leader, they will contribute to the strategy and drive initiatives that will deliver results. Additionally, they will collaborate with stakeholders across SAP locally and regionally to deliver business outcomes in support of the market unit and region goals.

Key Accountabilities Include:

I. Deliver Success (across short, mid and long-term horizons):

• Be accountable for the Partner Driven and Digital Sales business across the whole customer life cycle and all SAP solution areas (focused on SAP’s Public Cloud Suite and Business AI).
• Define SAP’s ANZ Partner Driven and Digital Sales GTM strategy and priorities (aligned with SAPs overall strategy and SAP ANZ’s GTM).
• Contribute to and drive the implementation of the ANZ Partner Driven and Digital Sales component of SAP ANZ’s MU plan - focusing on long-term growth objectives in parallel to delivering quarterly results.
• The EGM leads and provides direction to first level leaders, teams and individuals for Partner Driven and Digital Sales.
• The EGM should be adept and effective at building relationships and leveraging their network both within SAP and Partners for the benefit of the Partner Driven and Digital Sales business.

II. Drive Effective Execution:

• Achieve Operational Excellence through meeting defined operational excellence targets on a weekly, monthly and quarterly basis.
• Accurately provide weekly, monthly and quarterly forecasts for the Partner Driven and Digital Sales business.
• Inspire a “Partner first” mindset within the Partner Driven and Digital Sales team and focus on the delivery of value to our joint customers.
• Ensure effective adoption and utilisation of Digital Hub and Shared Support Services.
• Build, develop, coach and lead a strong Partner Driven and Digital Sales team – including LOBs.
• Be a role model as a manager and business leader.

III. Achieve Thought Leadership and Brand Advocacy:

• Externally Represent the SAP Partner Driven and Digital Sales Business in the broader ANZ ecosystem:
  - Strong external presence (including social media) 

- Representation to Customers and Partners
- Events such as SAUG / NZSUG, SAPPHIRE, SAP Now.

• Internally Represent the ANZ Partner Driven and Digital Sales Business
• Market Analysis and investigation of Partner Driven and Digital Sales Areas on a regular basis. This includes strong insight to our competitors in these segments.
• Protect and effectively build SAP reputation in local ANZ market.

Additional Information

As a people manager, you are responsible for supporting the success of not only your direct reports, but the success of all employees within the larger team you lead by helping to identify development opportunities and supporting team members to achieve their goals. You are expected to know about the members of your extended team and share insights with your peer managers. Look for opportunities to coach and recognise employees directly and provide just-in-time feedback so that employees can reflect on your input in the moment.

Act as a role model by coaching and recognising your direct reports and providing just-in-time constructive feedback and be open to and expect the same transparent feedback back from your direct reports.

Competencies & Skills

To be successful in this role applicants will need to demonstrate:

• Ability to successfully work inside a volume channel business
• Ability to successfully  work inside a digital business
• Create and inspire a high performing team with an inclusive culture
• Coach and develop other leaders and individual contributors
• Lead through influence (noting SAP is a matrix networked organisation)
• Understand the complexity and be able to simplify the challenges of driving high growth in these two segments
• Develop and build towards the 2027 plan with a specific focus on long term initiatives focused on the Partner Driven and Digital Sales business.  Create a vision for the business that resonates.
• Build trusting relationships with the team and build effective engagement across the broader SAP and Partner business
• Understand the dynamics of the ANZ market unit and Asia region in order to be able to be able to provide effective tactical and strategic support for the team

Experience & Education

• Proven track record of a Software Sales Leadership experience in both an indirect channel and digital business.
• Proven track record of driving success within a software volume business.
• Minimum of 15 years experience in a large, multi-national software/technology / consulting organisation
• Strong experience in directly leading a team of more than 20 people.
• Familiarity and in-depth knowledge of the Australia and New Zealand markets
• English: Expert
• This role requires a minimum Bachelor’s Degree in a relevant discipline, however, postgraduate qualifications will be highly regarded.

Travel

• The role is based in Sydney with expectation of 40% travel with partners, customers and team members located throughout Australia and New Zealand.

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

Requisition ID: 411937  | Work Area: Sales  | Expected Travel: 0 - 40%  | Career Status: Executive  | Employment Type: Regular Full Time   | Additional Locations: #LI-Hybrid.