Business Management Sales Senior Manager

 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.

The Chief Business Officer (CBO) is responsible for driving continuous improvement of the UKI Market Unit and achieving profitability targets by adopting and implementing standardized shared services processes, services, methodologies and tools. Additionally, is responsible for a direct regional MU number, and to enable accelerated revenue growth in targeted markets identified as fast growth through the roll out, adoption/implementation and syndication of standardized processes, services, methodologies and tools.

The CBO provides overall leadership and direction to multi-functional organizations executing within effective and agreed upon governance models and contributing to continuous innovation and cost-effective service delivery models.

Primary performance goals include:

• Drive MU top line bottom line Revenue growth
• Serve as GM/MD proxy
• Direct responsibility of MU revenue
• Adopt automation for efficiency
• Eliminate functional duplication
• Adapt to evolving business models
• Scale for growth
• Adopt and syndicate best practices/standards
• Collaborative & continuous innovation
• Drive demand generation plan and activities
• Drive Customer Advisory process optimization, standards and excellent customer engagement
• Implement and Deliver Global NLAC Strategy
• Will develop and execute on the go to market plan
• Drive the 3 pillar strategy across the MU
• Engage with Key Customers and Partner Community

Key Areas of Responsibility:

Drive Profitable Revenue Growth

• Align regional shared services resources to achieve profit target's
• Responsible for MU revenue
• Serve as proxy for MU GM/MD i.e. manage, drive, negotiate, close sales opportunities in accordance with the value management solutions sales cycle approach; participation in FLT calls, 2nd in command activities as required. Exceed Annual Software/Cloud and SSRS Revenue Targets across all customer segment's
• Exceed Annual Operating Income (Profit)Target
• Exceed Annual Customer Sat Target

Value centric approach: Drive the Value Centric Solutions Sales by:

• Providing cost effective tools and scalable resources to help drive deal road mapping, business planning, solutions value blueprint and benchmarking/value content and assets for all customers.
• Drive the enablement and integration of new solutions and methodologies quickly through the organization.
• Enable the SAP MU Sales force to leverage the right resources and assets at the right time to drive profitable revenue.
• Ensure effective consultation on key areas which impact the region such as: M&A strategy which affects region, localization issues and the development of regional game plans.

Operational Excellence

• Where applicable, deploy enablement acceleration model while supporting Fast Growth Market enablement.
• Implement shared services delivery model:
  • Scale Shared Services in a cost efficient way
  • Understanding the requirements for how new markets should efficiently leverage Shared Services resources and devide solutions for those requirements
  • Dispel the "infinite capacity" mentality by partnering with sales to drive
  • Appropriate engagement methodologies, governance models, and resource optimization strategies
  • Establish regional shared services and FGM performance metric's
  • Adopt and syndicate best practices/standards
  • Efficient leverage of offshore resources; develop an integrated single off-shore support strategy with a platform for hiring, regional engagement, ramp-up, knowledge transfer, technology & talent management
  • Drive the adoption of a common time entry, budgeting, expense management & margin monitoring process
  • Enable the Sales teams to build a sustainable revenue stream by supporting both quarterly revenue goals and appropriate pipeline build processes.
  • Demand accuracy in CRM and full preparation for QBRs and Operations reviews

Leadership Excellence: Role model SAP’s management excellence leadership competencies and Values by way of:

Manage Performance:  Drive performance management throughout the year. Recognize effort, reward results. Provide timely and relevant communications. Constructively remove barriers to progress and productivity. 

Build Team: Hire talent aligned within annual budget. Identify and groom a successor. Align people and organizations. Influence the creation of teams and coalitions that understand and can help achieve the vision. 

Develop and Retain Talent: Develop a motivated and engaged team through leadership and shared responsibility for execution. Retain top talent providing professional growth opportunities and visibility. Develop goals for improving employee satisfaction as measured by the employee surveys.   

    
Experience & Educational Requirements 
•    15+ years industry experience preferred, + 10 years leadership and enterprise software/Cloud sales, 3-5 years leading diverse operations functional organization’s 
•    P& L Management Experience
•    Successful track record of building, leading and retaining diverse, multi- functional high performing team’s 
•    Record of building strong customer relationships 
•    Executive Sponsorship on targeted sales opportunities (preferred) Business strategy planning and Knowledge management 
•    Bachelor’s Degree Required; Master’s Degree or MBA Preferred 
 

​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: 400924  | Work Area: Presales  | Expected Travel: 0 - 30%  | Career Status: Management  | Employment Type: Regular Full Time   | Additional Locations: #LI-Hybrid.