דרושים Head Hcm Gc ב-Sap ב-Bulgaria, Burgas

Strategy & Leadership:

• Define and drive a compelling global strategy and multi-year business plan for the High-Tech industry.

• Act as a trusted strategic advisor to C-level customers, influencing key transformation initiatives.

• Align global and regional teams to strategic objectives to achieve revenue and customer success goals

• Serve as the executive sponsor for strategic customers, fostering long-term relationships.

• Guide customers across the Customer Value Journey, delivering tangible business outcomes

Go-to-Market Execution:

• Lead the development and execution of global demand generation programs, including customer storytelling, industry plays, and campaigns.

• Drive scalable sales plays aligned with regional execution and performance targets.

• Collaborate closely with Marketing, Product Engineering, and Partner teams to ensure cohesive execution

Thought Leadership & Ecosystem Influence:

• Represent SAP externally through keynotes, panels, and media engagements.

• Build and scale industry thought leadership by publishing impactful content and guiding enablement initiatives.

• Cultivate strategic partnerships and drive ecosystem-led growth and innovation

Enablement & Best Practice Sharing:

• Equip the global field with industry-specific tools, assets, and sales training.

• Share global best practices to scale customer success and accelerate adoption

• 15+ years of leadership experience in the High-Tech industry, ideally across sales, strategy, consulting, or product management.

• Deep understanding of digital transformation trends and business models in High-Tech (e.g., semiconductors, electronics, devices, hardware, SaaS/Cloud).

• Proven success leading global go-to-market or industry-specific initiatives with measurable impact.

• Exceptional executive communication, stakeholder alignment, and customer engagement skills.

• Strong business acumen and experience influencing product and innovation strategy.

• Inspirational leader with a track record of building high-performing, cross-functional teams

We win with inclusion

San Francisco
Oakland

EXPECTATIONS AND TASKS

• The Support Engineer is accountable for troubleshooting & driving the resolution of product issues while engaging with all levels in the Support Organization, Development & Operations teams and ensuring consistent up-to-date communication with customers.Detailed Roles & Responsibilities:

4) Processes
Get certified in Classroom Training or e-Learning Lessons regarding processes that support ticket resolution

What’s in it for you:

• Meet, work and talk with colleagues and customers from all around the world!
• Master SAP software that is being used by industries, governments and multinational companies around the globe.
• Be part of a small, tight-knit team of professionals
• Working collaboratively to provide solutions to customers.
• Learn new skills and technologies that will open paths to many new possible careers. The learning never ends – you are expected to continuously learn and up-skill during your time here.
• Get involved with SAP’s active Community and experience what it is like to be early talent at one of the biggest software companies in the world.
• Get the small startup feel with big enterprise backing.
• Innovate and create new tools that will help SAP run simple. Anything you can think of to make the business run better will get SAP support.
• Join the global SAP Family and become an ambassador for the Support Organization.

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

Required skills:

• Engineering Bachelor’s degree or Computer science and similar, but also open to candidates with other backgrounds
• At least 1 year of experience in a customer support environment, SaaS experience a plus
• Advanced/fluent English communication - writing and speaking skills.

Required competencies:

Technical Skills:- Working knowledge/hands-on experience on SSO and SAML concepts.
- A good understanding about TCP/IP and SFTP protocols
- Awareness about cloud system architecture and SaaS environment
- A good understanding of SQL and its troubleshooting
- Working knowledge of Service Management ticketing systems
- Knowledge in networking infrastructure is a plus

WORK EXPERIENCE: Couple of years of experience in customer facing engagements.

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: Senior Solution Sales Executive HCM East

What you'll do:

The Senior Solution Sales Executive (SSE) partners with the end-to-end account owner to drive HCM solution specific sales motions, bring in domain expertise to solve customer business challenges, and grow the customer’s SAP footprint through renewal and expansion to support long term customer success.

• Generate demand, manage pipeline, and close opportunities
• Develop opportunity plans containing compelling HCM solution value propositions
• Conduct White Space analysis to identify growth opportunities
• Work with wider account team on sales campaigns
• Manage customer relationships at the solution area/buying center level
• Progress opportunities for move to cloud/expand footprint accounts or accounts which are new to the solution area
• Utilize deep knowledge of how companies operate, business models, strategies, and end-to-end business processes
• Stay informed about SAP’s competition and value drivers
• Leverage SAP’s comprehensive team of experts and industry knowledge to effectively address customer needs
• Build customer participation in relevant SAP communities, programs, and events
• Facilitate collaboration with the partner ecosystem

What you bring:

• Proven track record in business application software sales with overachievement of quota
• 3 – 5 years of experience in sales of business software/IT solutions
• Deep understanding of the solution and solution innovations
• Broad understanding of the SAP solution portfolio and the business processes it enables to drive customer value conversations
• Established relationships with account teams, Customer Business Office (CBO) teams, and relevant geo unit leaders
• Alignment with product/solution management teams and marketing organizations a plus
• Demonstrated success with large transactions and challenging sales pursuits
• Proven contractual and negotiation skills
• Experience driving renewals, expansions, and up-sells of subscription or perpetual license-based solutions
• Knowledge of financial, competitive, regulatory environment

Meet your team:

• Excellent verbal and non-verbal communication skills
• Strategic thinker, high degree of creativity and innovation
• Excellent executive presence
• Results-driven
• Strong commercial/deal support skills, especially subscription-based

Manhattan
New York City

• Account & Customer Relationship Management:o Develop and execute strategic account plans to ensure sustainable growth and achieve/exceed revenue targets.• Demand Generation, Pipeline, and Opportunity Management:
o Maintain pipeline management, ensuring a healthy and advancing sales funnel.
o Leverage internal resources, including marketing, inside sales, and partner channels, to drive demand and manage opportunities.• Sales Excellence:
o Conduct White Space analysis to identify and execute up-sell and cross-sell opportunities within existing accounts.• Leading a (Virtual) Account Team:• 10+ years of experience in sales of complex business software/IT solutions.
• Proven success in business application software sales and leading team-selling environments.
• Demonstrated ability to handle large transactions and lengthy sales campaigns in a fast-paced, competitive market.
• Strong negotiation skills and experience in renewals, expansions, and up-sells of subscription-based solutions.
• Fluent in Business English and Vietnamese, with proficiency in additional languages considered a plus.

• Exceptional communication, both verbal and non-verbal.
• Strategic thinking with a high degree of creativity and innovation.
• Strong executive presence and results-driven mindset.
• Ability to work across multiple teams within a matrix organization.

• Join a highly motivated team with a deep understanding of SAP’s solution portfolio.
• Engage in collaborative work with SAP leadership and industry teams to drive customer success.
• Align with product/solution management teams to enhance your strategic engagements.
• Leverage your expertise while working in a dynamic and challenging environment at the forefront of SAP’s customer engagements.

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Job Segment:CRM, ERP, Cloud, Telemarketing, Inside Sales, Technology, Sales

This Greater China specific role will report directly to the Head of SuccessFactors for Asia Pacific (APAC) and will have a dotted line to the Managing Director for Greater China.

Key responsibilities

1. Develop the Greater China HCM go to market strategy and operating plan. Lead successful execution across the region.
2. Drive Greater China HCM revenue growth in the region including new bookings and renewals with an overall focus on net bookings. Demonstrate outstanding sales execution track record, ensuring SAP’s sales methodologies and common processes are in place and defining clear territory engagement guidelines.
3. Monitor and take necessary measures to ensure adequate pipelines of opportunities and demand generations for sustainable growth across the region. Drive the integrated demand management program to achieve TCP and conversion targets
4. Utilize 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.
5. Design industry and segment specific sales plays, leveraging content and material from the Global SAP HCM team and other sources. Ensure there is a proper business case with clear and attractive Return on Investment (“ROI”) impact, on each proposal SAP presents.
6. Leverage internal sales enablement teams, as well as development and support organizations, involving them on the early stages of sales cycles to drive expected results.
7. Lead programs to ensure end-to-end customer coverage from initial signing to go-live to expansion and renewal.
8. Build a network of executive relationships across industry, community and business groups, and with key partners and customers, stay abreast of issues impacting business and sales, providing meaningful judicious advice to retain and grow the business through integrated solutions.
9. Develop the Ecosystem required to support and scale the SAP HCM business in Greater China, including resell, implementation, and acceleration of partner driven territories
10. Stay current and informed on all new campaigns, understanding their objectives and relevance, communicating to the Sales teams and ensuring all involved know the roles to play in making campaigns successful.
11. Support the development of SAP HCM customer references and case studies
12. Lead and facilitate an adequate governance model that will leverage cross line of business efforts/Business Suite focus
13. Inspire and influence internal stakeholders, experts and other resources not under direct control, help remove obstacles to goal achievement. Influence product management and development teams to ensure product and localization requirements are being met for customers in the region.
14. Recruit, develop, train and motivate a group of high achieving A-players. Drive competencies through aligned enablement and accreditation programs.
15. Drive each direct or dotted line team member to deliver on expected quarterly/annual sales objectives.
16. Facilitate alignment and effective communication within sales team and internal / external key partners / customers and promptly resolve any conflict to encourage harmonious and productive interaction.
17. Facilitate 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.
18. Effectively manage remote resources, giving quality time and leveraging company’s resources. Embrace Value University proposal and requirements, leveraging SAP’s available tools and supporting people training initiatives.

Success Criteria

1. New bookings/Net Bookings (ACV) revenue budget attainment
2. revenue forecast predictability and linearity
3. Annualized Cloud revenue retention rate
4. Customer revenue growth
5. Total Cloud Pipeline, Conversion, R4Q and ADRM pipeline coverage
6. Customer Net Promoter score
7. Customer referencability
8. Count of Cloud customers

Education and Experience

The ideal candidate must be an accomplished senior sales leader and GM, with sound reputation, gravitas, and consistent successful track record of achievement in a complex and culturally challenging region. He or she needs to have a profound market understanding in judicious and consultative sales, with the ability and credibility to engage the client’s “C-Suite” and winning their trust and consequent business, coupled with demonstrated experience and expertise in crafting significant seven and eight figure software deals. Local experience is required.

Behavioural competencies

1. Strong coaching and mentoring mentality
2. Demonstrate Authenticity in leadership approach
3. A strong will to win and ability to inspire team and others to action
4. Strong intellectual capabilities to take business and judicious leadership.
5. Sound entrepreneurial attitude.
6. Extensive hands-on management experience in a multi-national environment.
7. Demonstrated ability to win others and to align with peers and colleagues across a large territory.
8. Is organizationally agile; can navigate a complex organization to reach a goal or objective.
9. Is culturally-savvy, has experience working across borders, deals easily with individuals from different cultures and backgrounds.
10. The success of the candidate is dependent on the ability to influence colleagues and peers.
11. Strong communications skills and charismatic personality are pre-requisites.
12. High potential to further grow and develop within the organization.

Good command of both English and Chinese