Strategic Corporate Field Industry Ae - Toronto jobs at Sap in Denmark, Copenhagen

Responsibilities

• Provide GTM strategy to Execution direction for Field Sales, Partner led Sales and Digital sales with 2 - 3 years transformation in mind.
• Lead, mentor, and manage a high-performing sales team focused on both midmarket and corporate segments, ensuring the achievement of growth, sales, and revenue targets.
• Champion SAP’s public cloud strategy – AI first Suite First, working closely with partners and customers to promote cloud adoption and expand SAP’s footprint within corporate segment.
• Drives strong alignment with Partner Ecosystem Success to enable and grow the segment &establishes a partner-first operating model and mindset.
• Establishes the digital services to help partners accelerate faster focussing on demand generation, solution advisory and revenue retention.
• Establish and implement sales strategies for selling SAP’s solutions through partner channels, focusing on partner-led sales and digital sales methodologies.
• Build and nurture strong relationships with key decision-makers, executives, and strategic partners to drive business growth.
• Monitor industry trends, customer needs, and competitive activity to inform strategies and ensure SAP’s market leadership in the region.
• Track and report on sales performance, providing insights to senior leadership and adjusting strategies to meet and exceed target

KPIs

• Corporate segment Cloud bookings and consumption ACV
• New customer acquisition and retention
• Suite / LOB offerings expansion
• Partner driven bookings
• Business impact of digital motions and further scale of Digital hub org

What you bring

• 15+ years of relevant professional experience
• Proven track record in leading sales teams within the SaaS or enterprise software industry, with a focus on midmarket and corporate sales.
• Expertise in sales execution, particularly within the cloud and public cloud sectors.
• Strong background in partner sales and selling through digital modalities such as online channels, webinars, and remote selling.
• Demonstrated success in driving market expansion, particularly in high-growth and competitive environments.
• Good understanding of cloud computing, SaaS solutions, and related technologies.
• Experience in leading and managing sales teams across the Southeast Asia region with knowledge of diverse market dynamics and customer needs.
• Excellent communication and relationship-building skills, with the ability to engage C-level executives and key stakeholders.

Desired personal qualities

• Execution-Oriented: Strong results-driven focus, with a proactive approach to achieving and exceeding sales targets.
• Transformative: Ability to inspire change, lead innovation, and drive growth across the region.
• Bold Thinker: Visionary with the ability to think strategically, making bold decisions to unlock new opportunities and outpace competitors.
• Nimble and Scrappy: Adaptable and agile in a fast-moving, dynamic market environment, with a “get-things-done” mentality.

Bring out your best

Our leadership credo:

We win with inclusion

. Specific conditions may apply for roles in Vocational Training.

Successful candidates might be required to undergo a background verification with an external vendor.

Sales

Subscription Revenue:

• Annual Revenue:Achieve / Exceed Net Cloud Booking targets, with a strong emphasis on SAP’s Business Suite, ERP, AI, Public Cloud, as well as indirect pursuits through partners.
• Sales Strategies:Develop effective and detailed account plans for strategic accounts to meet revenue targets and drive sustainable growth. Focus is on both increasing SAP’s walletshare within existing accounts, and also breaking into net new accounts. There is a large focus on selling the value of SAP’s entire Business Suite, as well as Business Data Cloud and AI overall to solve the client’s business needs.
• Territory & Partner Strategy:Formulate a comprehensive strategy to maximize coverage and support the growth of your territory through an extensive ecosystem.
• Customer Acumen: Gain a deep understanding of your client's technology footprint, strategic growth plans, technology strategy, and competitive landscape. Stay informed on key industry trends and issues by reviewing public information such as new executive appointments, earnings statements, and press releases for both the company and its competitors.
• Business Value Selling:Leverage Value Advisory consultants, benchmarking, and ROI data to aid the customer's decision-making process and build strategic business cases / roadmaps.
• Customer References:

• Pipeline Planning:Adhere to a disciplined approach for maintaining a rolling pipeline, ensuring it remains current and progresses through the pipeline stages.
• Pipeline Partnerships:Utilize support organizations, including partners and channels, to funnel opportunities into the assigned territory.
• Leverage SAP Solutions:Demonstrate proficiency in all SAP offerings and apply them to sales pursuits, including Industry Solutions, the Intelligent Enterprise based on the Digital Core, LOB solutions (CRM, SCM, HCM, SRM, etc.), and technology solutions (AI, ML, Database and Technology, etc.).
• Advance and Close Sales Opportunities:Successfully execute the sales strategy and roadmap to advance and close sales opportunities.
• Support SAP Promotions and Events:Actively support all SAP promotions and events within the territory.
• Hunter Mentality:Exhibit a high-speed work ethic and a proactive, hunter mentality.

Sales Excellence:

• Sell value.
• Maintain Territory analysis and execution of initiatives (up sell and cross sell) on customer base.
• Effective forecasting and pipeline progression skills
• Work proficiently with Partners and Partner Business Managers to help partners find & close new opportunities on your behalf

Orchestrate resources:

• Deploy appropriate teams to execute winning sales. Create OneSAP, including the use of partner channel
• Understand SAP’s competition and effectively position solutions against them.
• Maintain CRM system with accurate customer and pipeline information.

Lead a (Virtual) Account Team:

• Demonstrates leadership skills in the orchestration of SAP and Partner teams
• Ensures account teams and Partners are well versed in your Top account’s strategy and well positioned for all customer touch points and events.

EXPERIENCE & LANGUAGE REQUIREMENTS

• 7+ years of experience in sales of complex business software / IT solutions
• Proven track record in business application software sales (particularly net new ERP focus)
• Experience in lead role of a team-selling environment.
• Demonstrated success with large transactions in a fast-paced, consultative and competitive market.

EDUCATION

• Bachelor equivalent: yes

We win with inclusion

Due to the nature of the role, which involves global interactions with SAP entities, as well as with employees and stakeholders in Canada, functional proficiency in English is required for positions based in the Quebec.

Zu den weiteren Aufgaben gehören:

• Quoten- bzw. Budgetverantwortung für den gesamten Bereich
• Führen eines Experten-Teams von 7 Mitarbeitern (w/m/d)
• Sicherstellung der Realisierung der definierten Ziele bei Bestands – und Neukunden im Corporate-Bereich durch kompetente Führung und Unterstützung der unterstellten Solution Sales Executives (w/m/d) für alle Cloud Supply Chain Management Lösungen (D2O)
• Teilnahme an Forecast und Pipeline Terminen und klare Darstellung der Erreichung der Ziele pro Quartal
• Identifizierung und marktgerechte Konzeption von vertriebsfördernden Maßnahmen und deren Umsetzung (Industriespezifisch)
• Pipelineaufbau (Coverage) durch Coaching der Solution Sales Executives (w/m/d).
• Ausbau und Etablierung von Netzwerken im Bereich Supply Chain zu Entscheidern (Kunden) und Partnern
• Zudem gilt es ein belastbares Netzwerk innerhalb der SAP zu Solution-, Produkt Management, Beratung, Marketing und Industrie aufzubauen

DEIN PROFIL

• Erfolgreich abgeschlossenes Hochschulstudium
• Vertriebliche Erfahrungen und Abschlusssicherheit (Track Record) im Großkundensegment in der gesuchten Industrie
• Nachweisbare Abschluss- und Forecast-Sicherheit sowie fundierte Kenntnisse und nachweisbare Erfolge in der Führung von Vertragsverhandlungen
• Erfahrung und nachgewiesene Erfolge in der Neukundenakquise sowie im Market und Business Development im Cloud Bereich
• Erfahrung im fachlichen und vertrieblichen Managen von virtuellen Vertriebsteams
• Belastbares Netzwerk und erfolgreiche Anwendung auf Kunden- und Marktsituationen
• Erfahrungen im Vertrieb von Public Cloud Lösungen (Direct & indirect Sales)
• Sehr gute Kommunikations- und Präsentationsfähigkeiten, insbesondere fließende Deutsch- und Englischkenntnisse
• Mehrjährige Erfahrung im Vertrieb (Direct Sales) sowie mehrjährige Erfahrung im Vertrieb von SAP Cloud Lösungen
• Hohe Eigenmotivation und Teamspirit

We win with inclusion

Specific conditions may apply for roles in Vocational Training.

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