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Sales

Premium Engagement Sales & Demand Management Expert

 

 

Requisition ID: 281707
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.

Position Brief

The position of APJ Premium Engagement - Sales provides leadership, drives the execution of growth plans and ensures delivery excellence across APJ for Premium Engagement Services (PE). The role is a part of the APJ PE management team and works closely with the Market Unit Leadership and PE teams and the Global PE organization. The position is open for regional mission and preferred location in Singapore, Malaysia, India & Philippines.

 

This role will have dual responsibility (in alignment with Market Unit responsibility) for Demand Generation, Business Development, Bookings, Revenue, Margin and Customer Satisfaction metrics for the PE business in APJ. This role will also be supporting the Delivery Excellence and Pre-Sales of all Premium Engagements across APJ and will drive syndication of best practice programs, tools, methods and processes to accelerate profitable performance and market penetration of PE Services. This role will also lead and drive Global initiatives and be part of the transformation engagements that will be rolled out to the market unit PE teams for implementation.

 

The role also includes co-ownership of a professional business development/pre-sales support team for Services Sales for references, solution support and positioning of Premium Engagements to new customers. Included in Sales related responsibilities is the overall leadership & vision within the Services Sales and Go-To-Market initiatives relating to Premium Engagement services. It also provides the direction and momentum for APJ PE sales & Go-To-Market strategy – working closely with Services stakeholders; regionally and globally, to ensure a seamless, coordinated and well-orchestrated approach to PE sales execution across APJ
A programmatic management approach will be required to cover the portfolio and ensure at risk engagements are managed.

 

Responsibilities

•    Drives Premium Engagement excellence across APJ covering:
•    Governance, supporting PE Leads & TQMs to establish appropriate governance structure in the customer engagement
•    Pre-Sales Renewals of Premium Engagements, driving a high retention rate
•    Engagement Run Rate, identify low run rate engagement and support onsite team to develop service plans to consume days and support team in positioning service plans
•    Knowledge management for Premium Engagements across region by utilizing collaboration tools and community structures to capture references and case studies
•    Drive Global initiatives and be part of the transformation engagements that will be rolled out to the market unit PE teams for implementation.
•    Drive the APJ Services PE financial & strategic goals in close collaboration with Customer Success Board Area leaders.
•    Organize & lead relevant level of governance aligned with out Premium Engagement methodologies including but not limited to areas such as stakeholder management, engagement value management, service planning, strategic goal development, customer satisfaction reporting etc.
•    Ensure new deals and revenue programs can be commercialized and are executable in APJ. Focus on driving profitable revenue results, executing on revenue generating deals and programs and developing and fostering related commercialization capabilities. 
•    Business growth through driving pre-sales support with high caliber SME’s to support Services Sales teams
•    Enable, support and drive the generation of customer References
•    Provides analytical information required to drive a growth in Premium Engagement revenue across APJ
•    Measure key KPI for health of Premium Engagement portfolio
•    Participates with APJ management teams in regular business management and planning activities.
•    Coordinate with the global PE team on other operational topics such as communications, budget, resource planning and tools, 3rd party partnership negotiations and defining contractual obligations.

 

Skills & Competencies
•    Strong understanding of Premium Engagements fundamentals
•    Experience with presenting Premium Engagement concepts to senior customer stakeholders 
•    Experience with managing internal stakeholders and managing through virtual teams
•    Minimum of 10 years’ experience working in the IT industry at a senior level
•    Strong business acumen
•    Capable of working independently
•    Experience in running an SAP engagement and meeting customer needs
•    Excellent networking and relationship skills - able to achieve trusted advisor status with customers, and form strong working relationships within SAP
•    Strategic thinker / planner
•    Working Knowledge of SAP operations and SAP systems
•    Change agent (embraces and is able to execute change)
•    Team Player
•    Active listening / communication
•    Agile, flexible and adaptable
•    Cross cultural leadership

 

Core Competencies
•    Demonstrates ongoing drive to continuously expand one’s own professional capabilities to fuel the continued/ongoing growth and success of SAP
•    Demonstrates concern for meeting and exceeding immediate and future needs of customers
•    Works collaboratively with others to achieve group goals; energises people to work together to accomplish business results

 

Complementary Competencies:
Maintains focus and stays in control under stressful and challenging circumstances
Demonstrates concern for the successful achievement of results; works persistently to overcome obstacles to goal achievement
Develops and uses effective strategies to influence others or to gain their support
•    Develops and maintains a network of contacts, acts in a way that indicates understanding and accurate interpretation of others’ concerns and feelings.  Creates an organisational climate in which people from different cultures and countries feel accepted
•    Ensures accurate understanding and acts in a way that facilitates open exchange of ideas and information
•    Generates and promotes new ideas and uses them to develop new or improved processes, methods, systems, solutions or services
•    Understands business concepts and practices, keeps up to date with business trends and developments. Works to create new solutions for customers and competitive advantage for SAP

 

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.

Additional Locations

Premium Engagement Sales & Demand Management Expert

Facility:  281707
Posted Date:  Aug 25, 2021
Work Area:  Sales
Career Status:  Professional
Employment Type:  Regular Full Time
Expected Travel:  0 - 10%
Location: 

Singapore, SG, 117440


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