SAP - Singapore

Requisition ID: 175870
Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time
COMPANY DESCRIPTION
As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.

As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.
 As the leader of DDM Center of Excellence (COE) role within SAP that is highly visible and central to SAP’s Digital Strategy and 2020 vision.  

This is a key position in the APJ Database & Data Management (DDM) line of business, reporting to the Head of Solutions COE APJ and also Global DDM COE leader.   The candidate is expected to bring deep sales, GTM and domain knowledge in the area of database warehousing, information management, Big data and analytics.    This person is expected to navigate organization complexities, has broad APJ geographic experience, respect and harness the cultural diversity to drive sales across various market units within APJ.


Responsible for leading a team of COE for business development across the region, developing and supporting strategic sales, driving demand generation for pipeline creation and ensure a scalable execution model for the SAP database & analytics business.   This position will take the lead and has fully accountability in driving a consistent process for demand management of R4Q/F4Q sales pipeline for DDM, led by example to support/drive large customer engagements bringing tangible results, ensure customer success / adoptions of DDM; and building of the partners eco-systems (ISVs, GSSPs, local partners); and developer/architect communities.


Primary responsibilities include: go-to-market execution, market development, business development plan, strategic deals support, sales best practices & enablement, marketing & partner alignment.

Demand Generation (60%)

•Demand management process for HANA & HANA Cloud Platform across the region     
•Define GTM execution plan for DDM/SAP CP, Sales Plays simplification for APJ,   target refinement and detail demand generation execution plan across the region
•Drive and Execute programs to ensure 4x un-weighted cover, < 30% E/F and < 50% stalled pipe
•Execute on bi-weekly quarterly demand management review process with MUs and 6 weekly review with DDM Sales Leader
•Share best practices in market units around demand planning methodologies, demand generation practices, opportunity progression, pricing and deal structuring
•Drive programs to build developer, startup and partner adoption of DDM / SAP CP
•Support strategic initiatives or focus the business require e.g. SCP and Net New
             

Customer Engagement Excellence (30%)

•Lead & drive the team to contribute to DDM & SAP CP top/strategic deals program across APJ
•Engage with Market Unit VAT to define and execute the sales strategy for the target accounts and opportunities –establish demand plan & increase deal size
•Ensure regional and global alignment to these accounts (Executives, Expert support)
•Focus on Q+1 / Q+2 large deal build out – in conjunction with regional & hub COEs
•Develop innovative & repeatable programs to create and sustain a large deal pipeline


Team Management (10%)

•Plays the role of Coach & Mentor to build a high performance DDM COE team across APJ & MU                    
•Define personalized development plan for each team member
•Lead by example encourage and motivate social selling and evangelism within the team
•Frequent communication and feedbacks via SAPTalk                                                                                                                                  


Position Competencies

•Executive Presence: Delivers clear, convincing and well-organized presentations.  Projects credibility and poise even in highly visible and/or adversarial situations
•Effective Relationships: Builds strong professional credibility by effectively managing and developing relationships
•Solutions Knowledge: Has a thorough knowledge of SAP’s Database and Analytics solutions, customer relationships and sales drivers, understands how to drive the sale vs. competitor

Key Measurements

Demand Management:
• Execute Sales Plays to build a sustainable pipeline of 4x un-weighted cover through 1:1 or
             1:many demand generation activities
• Ensure pipeline quality by progressing large opportunities to phase D and beyond; <30% E/F
             and <50% stalled pipe
• Lead by example in Individual demand generation for Strategic Customers > E5M
• Partner ecosystem demand generation outcome
• Indirect demand generation through ensuring customer success

Customer Engagement Excellence:
• Drive the closure of Big Deals across APJ
• Solutions leadership & deal support across APJ
• Advance Pricing, commercials & support

Thought Leadership:
• Localize Global Sales Plays to suit APJ needs
• Enable field Sales to execute Sales Plays effectively
• Customer adoption of SAP’s innovation portfolio – reference customers
• Effective Social Media & Digital Selling


Position Requirements


Minimum level of required education: Bachelor’s Degree+ MBA or Masters
Specific areas of specialization: 15-18 years of professional experience; demonstrated knowledge/expertise over different aspects of technology solutions
• Min 10 years of Database Solutions selling experience in competitors space
• 8+ years customer facing selling experience (sales/marketing/bus development/pre-sales)
• 1-2 years of SAP product application experience is a plus
• Management consulting experience a plus
Knowledge
• C-Level value based selling and positioning experience
• Executive workshops design and facilitation
• Domain experience Database & Analytics
• Ideally an understanding of SAP solutions, real-time business scenarios
• Understanding of SAP Ecosystem (SAP Internal, Partner, Customer)

Skills & Ability
• Open doors for new business opportunities – “Rainmaker”
• Ability to leverage and execute best practices approach
• Engaging and influencing cross-functional organizations
• Business planning, business case development, & operational excellence

Experience
• Sales/marketing/business development experience
• Record of building strong customer/partner relationships
• Business strategy planning
• Knowledge Management

Minimum level of experience required for this position: 10+ year
   
Expected Travel 50%

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 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: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com , APJ: Careers.APJ@sap.com , EMEA: Careers@sap.com ). Requests for reasonable accommodation will be considered on a case-by-case basis.
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