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. 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.
ROLE DESCRIPTION:
Responsible for building and leading a world-class team that will sell SAP's solutions via value-based market penetration strategies.
CAPABILITIES REQUIRED
LEADERSHIP AND STRATEGY
Ability to consistently think and act strategically in a tactical environment. Demonstrated commitment to seeking external perspectives from relevant sources and your broad network to build & inform your strategy. Has strategy at the core of their leadership style and approach. Takes accountability, is decisive and is comfortable with leading from the front, in a consultative manner. CUSTOMER ENGAGEMENT
Strong credibility in terms of understanding of the Industry and business knowledge content. Demonstrated ability to connect well (C suite, Steer Cos, Partners). Deep understanding of how to build and drive strategic value for customers. Ability to represent SAP as speaker/host at appropriate events. Demonstrated understanding of relevant government policies associated with contract and procurement management noting this role carries defined responsibilities for the management of the SAP Whole of (Commonwealth) Government Agreement. SALES FRANCHISE PRACTICE
Disciplined and pragmatic approach to achieving operational excellence. Ability to delegate roles and responsibilities across the team to execute and create a sustainable, scalable go-to-market. Strong commercial capability with an understanding of how to build business cases. COACHING SALES TEAM MEMBERS
Demonstrated experience in assisting Sales team members to explore new prospects, build strategies for their territory and support their development. Experience in succession planning and creating advancement opportunities. COLLABORATION AND NETWORK
Comes to SAP with a well-developed and relevant network of contacts in the customer and partner ecosystem. Demonstrated experience in building collaborative networks within and across large and complex global organisations. Strongly collaborative by nature, applying critical thinking approaches in a constructive manner to get the best outcome. PRIORITISATION AND TIME MANAGEMENT
Strong time management skills with a consistent approach to prioritization in line with their strategy. EXPECTATIONS AND TASKS
Recruits a team of high-calibre sales talent, introduces strong sales processes, supports the development of a full pipeline of sales prospects, engages customers and Partners at the executive level, motivates the sales team, resolves conflicts, removes barriers and provides recognition in the pursuit and achievement of sales revenue and profitability. Defines a vision and creates a winning strategy that draws upon the strengths of SAP and responds to specific market needs, generating competitive advantage on existing markets and developing consistent new revenue streams. Develops and applies an in-depth understanding of SAP's processes/ procedures and sales tools/systems as well as enterprise market, including industry, marketplace, strategies and trends, competitors and competitive tactics to develop an effective long-term sales strategy and plan. Demonstrates outstanding execution track along the sales cycle, ensuring SAP's sales methodologies and common processes are in place and defining clear territory engagement guidelines. Monitors and takes necessary measures to ensure an adequate pipeline of opportunities and demand generations for sustainable growth. Utilizes a disciplined approach for successful solution selling, establishing and maintaining accurate, timely and documented sales revenue forecasting procedures. Ensures there is a proper business case with a clear and attractive ROI impact, on each proposal SAP presents. Builds a network of executive relationships across industry, community and business groups, and with key partners and customers to stay current on issues impacting business and sales. Stays current and informed on all new campaigns, understanding their objectives and relevance, communicating to the Sales team. Supports the development of solid references. Drives team towards expected market penetration and customers/partners satisfaction levels. Takes advantage of internal VAT (Virtual Account Teams) as well as development and support organizations, involving them on the early stages of the sales cycle. Familiar with cloud post-sales processes and knowledge to assist customers in the successful deployment of SAP. Inspires and influences internal stakeholders, experts and other resources not under direct control. Drives each sales team member toward expected quarterly and annual sales objectives. Facilitates alignment and effective communication within the sales team and internal/external key partners/customers. Facilitates individual growth and development of the Sales team, setting objectives, performance standards and priorities. Effectively manages remote resources, dedicating quality time and leveraging the company's resources. Embraces GCO Sales University, leveraging available tools and supporting people training initiatives. ADDITIONAL INFORMATION
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. WORK EXPERIENCE:
Minimum of 5+ years of experience in sales of complex business software / IT solutions in the Public Sector. Proven track record in business application software sales. Experience leading/managing in a team selling environment. Demonstrated success with complex, long-cycle sales campaigns in a fast-paced, consultative and competitive market. Demonstrate success in negotiating complex contracts. Demonstrated knowledge of consultative selling methodologies. Proven abilities in managing highly complex organizations and applying risk-mitigation strategies to customer. EDUCATION QUALIFICATIONS
Bachelor equivalent. Applicants must hold Australian Citizenship due to customer requirements.
Role-based in Canberra.
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