Requisition ID: 283336
Work Area: Customer Service and Support
Expected Travel: 0-10%
Career Status: Executive
Employment Type: Regular Full Time
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. Because it’s the best-run businesses that make the world run better and improve people’s lives.
Head of Industries
Head of Industries is accountable for the new client business development and relationship management or growing existing accounts by originating, managing and closing up-sell / cross-sell opportunities and orchestrating outcome-based delivery execution. It has significant influence on the development and growth of They are also accountable to ensure business growth through business development activities and ensure they are delivered in accordance with the organizational strategy. Accountable for the sales or / and delivery. activities for the assigned client / s. Represents the Services organization from a sales and business development perspective and is a key contributor to the overall success of the customer and partner relationships.
Head of Industries has overall responsibility for development and management of high-performing services sales function / unit, owning and driving business growth aligned with company business strategy and financial objectives. As a Senior Leader he / she develops and drives functional business strategy, sets strategic Being a Senior Sales Leader, he / she is responsible for the overall vision and business growth strategies ensuring customer, partner and SAP Services success.
Builds a foundation within assigned account (s) on which to harvest future Services business opportunities
Accountable for booking and revenue Services targets for assigned account (s)
Origination and management of opportunities and bids, deal closure through formal sales cycle
Selling the complete Services portfolio aligned to customer needs (according to defined Sales bag)
Single Point of Contact for the customer representing the SAP Services organization
Direct contributor to overall long term success of customer and partner relationships
Orchestrates resources: deploy appropriate teams to execute winning sales and delivery
Accountable for all Services Commercial aspects in assigned account (s)
Supporting Delivery Teams engaged in delivering against existing contracts
Developing and delivering sustainable, long-term customer engagements across all SAP products and services to support our customer’s success. Supporting customer’s transformation journey, with full accountability across Sales and Delivery
Setting strategic goals and outcomes to support the customer’s business objectives
Responsible for building and leading a world class sales teams in support of SAP’s Services revenue, market penetration and growth strategies
Recruits high-calibre sales leadership talent
Facilitates individual growth and development of Sales Leaders, setting objectives, performance standards and priorities, coaching and acting as role model on sales management and team leadership
Sales Management Links a vision and reliable execution strategies to achieve strategic business goals
Brings thought leadership to market needs, generating competitive advantage on existing markets and developing new revenue streams
Drives sales teams towards expected market penetration and customers / partners satisfaction levels
Drives each Sales Management team member toward expected quarterly and annual sales objectives
Ensures disciplined sales methodology application across management groups and the whole sales function, resulting in consistent and accurately forecasted financial results
Support SAP at industry, sales and media events in alignment with the license-sales counterparts / stakeholders for coordinated marketing activities and campaigns
Builds a network of C-level relationships across industry, community and business groups, and with key partners and strategic customers
Supports alignment and effective stakeholder communication with internal / external key partners / customers and manage executive relationships to ensure productive interaction
Liaison within internal stakeholders within different Lines of Business
Develop and communicate a clear vision within the own business unit, to peers, within Services and SAP, to partners, external stakeholders and to customers
Mobilize and motivate teams for a greater results
Set demanding goals and empower accountability to execute on the mission: derive clear and challenging targets and set priorities
Actively establish relationships characterized by mutual respect and trust: build a reliable, efficient and effective network, actively create a culture of trust, mutual respect and openness, act as a role model
Encourage people to continuously question the status quo and activate their creative and innovative skills
Foster innovations by building diversified workforce and remove silos
Experience and Educational Requirements
10+ years in senior sales leadership positions within enterprise software and services industry
Solid leadership and people management experience of mid- to large-size sales teams
Proven abilities on managing highly complex organizations and applying risk-mitigation strategies
Demonstrated ability to communicate a vision across lines of business
Experience in leading virtual teams cross-border
Experience in managing and solving conflicts
Bachelor or Master’s Degree (MBA would be proud)
Local language: Fluent
Other: fluency in additional languages a distinct advantage
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: or, APJ :, EMEA :).
Successful candidates might be required to undergo a background verification with an external vendor.