Sales Director - Strategic Customer Segment (SCP)

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Location: Milan, Italy


The SCP Sales Director is responsible for driving continuous improvement of the SCP customer segment in Italy, including achievement of revenue targets and key performance metrics, by implementing standardized processes, services, methodologies, and tools across Italy.  This will support the region to deliver best in class business performance and transform their business over time.


A deep understanding of the strategic customer segment (SCP), its best practices, metrics and an understanding of what our customers demand is required. Excellent communication skills to drive alignment and collaboration across regions, other teams in Customer Success Board area, as well as other board areas is critical for success. The SCP Sales Director is part of the SCP Leadership Team and reports directly into the Regional Head of SCP.   




·         Lead and manage a selected team to maximize solutions sales, customer and Partner satisfaction and territory management within a vertical (or geographic) market segment(s)

·         Set vision and strategy for the sales team; develop specific territory plans to ensure growth in all revenue streams; leverage all deployed Routes to Market in the Target and Territory accounts structure

·         Formulate objectives, performance standards and priorities for the sales team

·         Leader, role model, and coach to Account Executives and Channel Managers / recruiters /enablers on territory planning, sales approaches and channel build / development

·         Build a network of executive relationships with key customers and partners that can be leveraged

·         Accountable for maintaining accurate, timely and documented pipeline and forecast of opportunities for his set of territories and provide appropriate updates to SAP executive management

·         Build a team of high performing sales professionals via development, mentoring and hiring

·         Facilitate individual growth and development of Sales personnel through effective and ongoing performance reviews, developmental coaching and mentoring

·         Ensure that customer life-cycle information is complete and up-to-date

·         Advise those in the marketing planning and execution role on planning marketing objectives and activities

·         Monitor the activities of those in the account and opportunity management role

·         Manage resource mix according to deployed RTM

·         Point of escalation for complex sales cycles

·         Generate profitable SW and services revenue from designated industries





·         Align Italy led initiatives and focus to exceed annual performance targets

o    SW and Services revenue targets 

o    Pipeline

o    Renewal targets

·         Establish and monitor Italy performance metrics across the SCP Italy team also in alignment with the Global SCP expectations

·         Adopt and syndicate best practices/standards across MUs and other regions

·         Drive the adoption of globally consistent processes, methodologies to support the strategic customer segment (SCP)

·         Conduct ongoing business reviews to monitor the heath of the business including data quality and monitoring of GSS App, Account QBRs, APMs, Team meetings etc.

·         Drive SCP Italy GTM process for SCP segment, in close collaboration with the MU SCP teams and the Global SCP COO Office

·         Develop Italy SCP Marketing plan and oversee the execution of annual plan to grow pipeline and achieve revenue goals 

·         Develop and deliver Italy enablement plan for the SCP customer segment. Oversee the execution of annual enablement plan for Market Unit (MU) SCP teams including Global Account Directors, Managing Partners, Vice Presidents.

·         Deliver strategic programs to support the business

·         Ensure effective consultation on key areas which impact the SCP customer segment 

·         Understand the requirements for the strategic customer segment and drive continuous improvement to support the field

·         Demonstrate innovation to reduce the level of manual activity to explore and adopt more efficient approaches via automation/low cost alternatives, etc.

·         Drive programs and repeatable best practices and methodology across Italy

·         Makes decisions with fiduciary consideration and responsibility.

·         Oversee and drive Executive presentations, Board visits, Customer Executive Connects and Programs within the SCP segment



·         MBA / Postgraduate degree will be advantageous

·         Excellent interpersonal and communication skills

·         Innovative Thinking      

·         Strong capabilities in value based and proactive selling

·         Rigorous execution of sales processes (account planning, pipeline management)

·         Motivation & Engagement

·         Strong negotiator

·         Ability and willingness to travel

    Language Requirements: English & Italian


Key Performance Indicators:

·         SW Revenue, Net New Names, Customer & Partner Satisfaction, Profitability


Key deliverables:

·         Accounts segmentation (targeted vs territory accts), Territory and Resource Deployment Strategy, Route to Market mix, Aggregated Pipeline and Forecast


Customer Focus:

·         Looks for trends that are likely to shape the wants and needs of customers in the future and develops scenarios and strategies that anticipate the future needs of customers

·         Customer-focused teamwork among sales operations resources

·         Partner network and relationships

·         Partner-centric behavior and focus


Developing Others:

·         Continually motivates employees to work on improving their skills and competencies


Managing Performance:

·         Sets measurable and achievable performance expectations for direct reports and/or team members that align with functional and organizational objectives

·         Focuses own organization on the accomplishment of key objectives


Strategic Leadership:

·         Leads initiatives to change the structure, system, or talent mix of the organization to more effectively support the business strategy

·         Translates a vision for change into concrete specifics that enable others to get underway implementing it


Continuous Learning:

·         Facilitates team learning through analysis of team successes and failures and initiates appropriate follow-up action



·         Creates commitment to and enthusiasm for the accomplishment of challenging objectives across diverse teams

·         Masterfully integrates people and resources to achieve high levels of synergy

·         Ability to present complex information to customers and colleagues in a clear and appealing manner





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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:332812 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Executive | Employment Type: Regular Full Time  | Additional Locations: 

Requisition ID:  332812
Posted Date:  Jun 23, 2022
Work Area:  Sales
Career Status:  Executive
Employment Type:  Regular Full Time
Expected Travel:  0 - 10%

Vimercate, IT, 20871

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