Enterprise Sales Director

6 days ago

Manila, National Capital Region, Philippines SAP SE Full time

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. 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.

Key Areas of Responsibility and Tasks

  • Responsible for building and leading a world-class team that will sell SAP's solutions via aggressive and value-based market penetration strategies.
  • Recruits a team of high-caliber 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 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 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 the Sales team and ensuring all involved know the roles they 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 in the early stages of the 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 the sales team and internal/external key partners/customers and promptly resolves any conflict to encourage harmonious and productive interaction.
  • Facilitates individual growth and development of the 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 the company's resources.
  • Embraces GCO Sales University, leveraging available tools and supporting people training initiatives.

Experience & Language Requirements

  • 15+ years of experience in sales of complex business software / IT solutions
  • 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.
  • Demonstrated success negotiating complex contracts.
  • Demonstrated knowledge of consultative selling methodologies
  • Proven abilities in managing highly complex organizations and applying risk-mitigation strategies to customers
  • Business level English: Fluent

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.

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.

Requisition ID: 416745 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Management | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.

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