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SAP VP Sales - BTP 
United States, California 
201330057

12.09.2024

PURPOSE AND OBJECTIVES

EXPECTATIONS AND TASKS

  • Sets vision and strategy for the sales team; develop specific territory plans to ensure growth in all revenue streams
  • Participate in recruiting, Performance Management, 1 to 1 training, and coaching of the Solution Sales Executives. Drives the general professional development and career development of the agents within the team.
  • Manage the sales pipeline in a proactive manner to ensure attainment of the individual and group contributions to the established goals.
  • Builds a network of executive relationships with key customers and partners that can be leveraged
  • Provide thought leadership in discussing and communicating company strategy with the virtual account team
  • Work collaboratively with other internal teams within SAP; Industry Sales teams, Marketing, Development, Center of Excellence, Solution Advisory, etc.
  • Create a process and/or assist account team in identification, pursuit, negotiation, closure and implementation of new opportunities
  • Develop and cultivate an effective internal network
  • Conduct strategic account reviews with team members and virtual team
  • Manage territory coverage, account assignment, and quota modeling for the team
  • Provide coaching and account strategy support throughout sales cycle(s)
  • Facilitate individual growth and development

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

Bachelor’s degree required. Advanced degree preferred.

  • Minimum 5 years’ experience selling software solutions/SaaS
  • Ideal candidate with be a natural leader, with a passion of building teams – hiring, coaching
  • BTP or PaaS sales experience strongly desired
  • Leadership experience within sales / presales / CSD/CSP / value engineering a plus
  • Experience running stand-alone LOB/overlay sales cycles required
  • Ability to represent SAP as an executive sponsor via technical and business knowledge
  • Deep knowledge of business operations – territory planning, sales forecasting, SW sales QBRs, forecast calls, sales tools
  • Deep knowledge of technology software demand generation process
  • Ideal candidate is closely aligned to the SAP BTP partner ecosystem and has experience positioning and selling our BTP solution extension (SOLEX) product sets
  • Strong communication skills are essential

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