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Head of SAP Cloud Platform MEE Job

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Date: Aug 2, 2019

City: Virtual - Germany, BW, DE, 69190

Company: SAP

Requisition ID: 224524
Work Area: Sales
Location:
All SAP office locations in Germany are possible, e.g. Walldorf, Hamburg, Ratingen, Hallbergmoos near Munich

Expected Travel: 0 - 70%
Career Status: Management
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.

 

PURPOSE AND OBJECTIVES

 

The SAP Cloud Platform team is part of the Platform & Technologies sales organization (P&T) in Middle & Eastern Europe (MEE). They are the essential link between sales, and presales/CoE to help facilitate and scale the MEE SAP Cloud Platform business to sales and customer success.

The Head of SAP Cloud Platform is the leader of a team of Platform Innovation Executives (PIEs) distributed across MEE, whose responsibilities are to create, support, and lead customer opportunities in order to drive SAP Cloud Platform sales and customer success. A second pillar is to foster deployment by facilitating the identification of solution use cases with customers, either during the sales-cycle or post-sales, as deployment is the only way our customers can leverage the value of SAP Cloud Platform. Furthermore, PIEs drive scale by educating and enabling our internal organization, and driving demand generation activities. All these activities happen in close collaboration and alignment with the P&T leadership, P&T sales and respective account teams across the MEE region, as well as other regional or global functions if needed (e.g. product management). You will report to the Head of P&T Cloud in MEE.

 

EXPECTATIONS AND TASKS

 

  • Represent SAP and its SAP Cloud Platform product line inside and outside SAP
  • Excel in driving execution and results:
    • Build a compelling business and go-to-market strategy for SAP Cloud Platform in MEE within the global & regional framework, tailored to market and organizational demands resulting in customer and sales success.
    • Ensure enough pipeline for the current and upcoming quarters and create impactful demand generation programs in close alignment with the regional and global P&T CoE.
    • Get involved in selected customer opportunities important for the current and/or upcoming quarters, provide management sponsorship where needed, and drive them to sales success, solution deployment, contract renewal, and most important of all: customer satisfaction.
    • Provide accurate, structured, and timely sales revenue/bookings forecasts on a weekly basis to SAP senior management.
    • Closely collaborate especially with sales and the Customer First organization on all deployment and renewal activities.
    • Simplify complexity to ensure a clear focus on execution.
    • Set clear priorities which align to SAP’s strategic direction.
    • Set ambitious targets and pursue them with speed and determination.
    • Monitor progress of others and redirect efforts as necessary to ensure scale and success.
    • Hold people accountable for delivering quality results (consequence management).
  • Lead by example and motivate your team to perform at their best:
    • Build an engaged team committed to common objectives, sharing knowledge and collaborating across roles, departments, locations, customers and partners.
    • Energize and inspire people through empowerment, recognition, passion, and by explaining the broader purpose of their work and how it relates to SAP.
    • Encourage people to take challenging opportunities, and coach them to develop skills for current and future roles.
    • Provide your team open, constructive performance feedback, recognize and reward people, and resolve performance issues quickly.
    • Build and maintain a talent pipeline to fill open positions without leaving a gap.
  • Develop a deep understanding of the SAP Cloud Platform solution, related SAP offerings, and its value propositions, to identify sales opportunities and convincingly position the solution externally at customers, and internally at sales management / account teams, in order to bring SAP Cloud Platform on their agenda.
  • Help account teams understand, navigate and position the solution’s capabilities, roadmap, and value proposition, in all phases of a sales-cycle.
  • Advise account teams on commercial aspects, bundling opportunities, conversions, and all process-related aspects of SAP cloud selling.
  • Support demand and pipeline generation activities.
  • Offer internal and external enablement for SAP Cloud Platform in various formats where needed.
  • Closely collaborate with all necessary functions and build a strong network across all sales and non-sales functions (e.g. product management, finance & contracting, operations), also to open doors for your team. It is the key to success of the SAP Cloud Platform in MEE.
  • Build and evangelize an SAP Cloud Platform community with own ideas and best practice sharing.
  • Be a leader, not only a manager.

 

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

 

Mandatory skills:

  • Minimum: Bachelor’s degree in business, engineering, or technology.
  • Profound leadership skills.
  • Exceptional analytical, facilitation, interpersonal, and persuasion skills, as well as ability to think out-of-the-box and never losing the big picture context.
  • Profound understanding of business application software, business processes, underlying technologies, and cloud computing models SaaS, PaaS, and IaaS.
  • Background in application platform sales (software or services), presales, or solution architecture, with proven track record in target achievement.
  • Ideally understanding of SAP‘s portfolio, and S/4HANA solutions suite.
  • Collaborate inside SAP across roles, departments, and locations and leverage all organizational areas to support the whole value-chain.
  • Strong relationship building skills both internally and externally.
  • Fluent German and English language skills, excellent written and verbal communication skills.

 

WORK EXPERIENCE

 

  • 7+ years of experience in software or services sales, presales, or solution architecture.
  • Several years of leading international teams to success, preferably in sales.
  • Proven experience in effectively navigating large, and heavily matrixed organizations.
  • Experienced in managing complex sales-cycles.
  • Experienced in working in a solution / overlay sales organization.

 

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: Virtual - Germany


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