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About the job
What We Offer
Our company culture is focused on helping our employees enable innovation by building breakthroughs together. 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. Apply now!
Head of Services Sales Middle East North
The Services Sales Head for Middle East North (ME-N) is an essential and strategic senior SAP leader responsible for leading the sales effort to support the Global SAP services strategy in the region to deliver successful results and innovative outcomes towards the common goals of People, Customer, and Partner Success. This key position is part of the Global Services team which represents an organization of 20.000 people and is part of the EMEA South Regional Services management team.
A successful Sales leader has a clear understanding of SAP’s strategy, current priorities and strategic aspirations, and transforms them into an actionable plan. They will organize and inspire their organization to execute and implement the strategy. He/she has overall accountability at the cluster level for managing the sales effort for a wide spectrum of services ranging from expert consulting and premium engagements (SAP MaxAttention and SAP Active Attention), training and enablement and innovation services.
This leader has a strong emphasis on customer success with a focus on managing the forward bookings and P&L for their results (revenue & margin), whilst maintaining employee trust and engagement.
This leader represents the Services organization in customer interactions (with a focus on C-Level), partner ecosystem, public events and SAP-internal activities.
He/she is responsible for the complete Services sales lifecycle: from demand generation and driving opportunity identification through to opportunity closure and subscription renewal. This role will actively identify pipeline opportunities and engage in various demand generation activities and campaigns together planning for the four rolling quarters (4RQ).
With the qualifications, experience and business acumen in managing a diverse and geographically distributed team in a matrix structure, and managing relationships with senior external and internal stakeholders, this person will manage the sales Profit and Loss (P&L), as a portfolio of engagements that are strategically aligned and agreed in cluster.
Role And Responsibilities
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.
Responsible for building and leading a world class team that will sell SAP’s Services via aggressive and value-based market penetration strategies.
> 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 that will guarantee short and long term achievements.
> 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 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 adequate pipeline of opportunities and demand generations for sustainable growth.
Utilizes a disciplined approach for successful solution selling (value Centric Sales Approach), establishing and maintaining accurate, timely and documented sales revenue forecasting procedures, providing required updates to SAP executive management.
> Ensures there is a proper business case with 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, providing meaningful strategic advice to retain and grow their business through integrated solutions.
> Stays current and informed on all new campaigns, understanding their objectives and relevance, communicating to Sales team and ensuring all involved know the roles the play in making campaigns successful.
> 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 sales cycle and driving expected results.
> Inspires and influences internal stakeholders, experts and other resources not under direct control, helping to remove obstacles and aiming goals achievement.
> Drives each sales team member toward expected quarterly and annual sales objectives.
> Facilitates alignment and effective communication within sales team and internal/external key partners/customers and promptly resolve any conflict to encourage harmonious and productive interaction.
> Facilitates individual growth and development of Sales team, setting objectives, performance standards and priorities, coaching and acting as role model on sales approaches and account leadership.
> Effectively manages remote resources, dedicating quality time and leveraging company’s resources.
> Embraces all learning platforms, leveraging available tools and supporting people training initiatives
Experience And Educational Requirements
> 15+ years of experience in sales of complex business software / IT solutions
> Proven track record in business application software and Professional Services 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 negotiating complex contracts.
> Demonstrated knowledge on consultative selling methodologies
> Proven abilities on managing highly complex organizations and applying risk-mitigation strategies to customer
> Business level English: Fluent
Business level Arabic: Fluent
> Bachelor equivalent: yes
We are SAP
SAP innovations help more than 400,000 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 200 million users and more than 100,000 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, we build breakthroughs, together.
Our inclusion promise
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: Americas: [email protected] or [email protected], APJ: [email protected], EMEA: [email protected]
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:297399 | Work Area: Sales | Expected Travel: 0 – 10% | Career Status: Management | Employment Type: Regular Full Time | Additional Locations:
Vacancy Type: Full-time
Job Location: Riyadh, Riyadh, Saudi Arabia
Application Deadline: N/A
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