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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.
Role Description:
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 are a part 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 recognize employees directly and provide just-in-time feedback so that employees can reflect on your input immediately.
The primary purpose of the ANZ Head of Sales, SAP Supply Chain Management is to lead, drive, manage, coach, and develop a team of Solution Sales Executives, as well as consistently attain targeted revenue and profitability goals. This is accomplished by utilizing management skills, relevant processes, and training towards the achievement of all sales and quality targets in line with the business objectives. The position also serves as the primary escalation point when necessary for Solution Sales activities.
Expectations & Tasks:
- Participates in recruiting, Performance Management, 1 to 1 training, and coaching of the Solution Sales Executives. Drives the general professional development and career development of the agents within the team.
- Manages the sales pipeline in a proactive manner to ensure the attainment of individual and group contributions to the established goals. This would include the current quarter and full-year pipeline with predictable conversion rates.
- Manage a business that focuses on new and upsell net bookings, cross-sell revenue with responsibilities to ensure renewal with customer adoption.
- Participates in regular business review meetings or forecast calls
- Provide feedback to Field Management on engagement level with the Solution Sales Team
- Assesses the overall performance of the team with respect to the goals/KPIs and its own revenue target
- Works with marketing and field sales management to understand and implement initiatives with Solution Sales requirements.
- Drives and coordinates with the field management team to develop pipeline, revenue, and demand management
- Provides feedback on initiatives executed to enable continuous program improvement.
- Creates networks of COO and Supply Chain Executives and communities of Supply Chain Practice
Work Experience:
- 2+ years as a first-line manager of enterprise software sales executives
- Minimum 5 or more years of successful enterprise software sales experience along with a strong history of quota attainment required
- Complex sales engagements and account management in key accounts segments across multiple industries
- Subject Matter expertise in the business processes associated with Supply Chain Solutions – including but not limited to Supply Chain Planning, Manufacturing Execution, Logistics, Direct Procurement, and Field Service/Asset Management
- The ability to build relationships and quickly develop trust with C-Level executives including COO and SVP of Supply Chain
- Experience working with Supply Chain SI and partner ecosystem
- Proven track record of capturing and growing customer and market share in a profitable manner
Education and Qualifications / Skills and Competencies
- Disciplined in sales forecasting, coachable, hungry to win logos, great with power point and excel, excellent written communication skills.
- Bachelor’s degree in related fields (Business / Engineering or Technology)
- Successful people management experience
- Collaborative style and ability to work in a networked organization with a virtual team
- Ability to work under pressure and deal with complexities and ambiguities in the sales cycle
- Ability to tailor, articulate, and clearly relay messages relevant to each target audience/receiver of information
Sales Product Solution Knowledge
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.
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