SAP Public Services Sales Leader - ACT 

Australia 

226863738

ROLEDESCRIPTION:

Responsible for building and leading a world-class team that will sell SAP's solutions viavalue-based market penetration strategies.

CAPABILITIES REQUIRED

LEADERSHIP AND STRATEGY

• Ability toconsistentlythink and act strategicallyin a tactical environment.
• Demonstrated commitment to seeking external perspectives from relevant sources and your broad network to build & inform your strategy
• Has strategy at the core of their leadership style and approach
• Takes accountability, is decisive and is comfortable with leading from the front, in a consultative manner

• Strong credibility in terms of understanding of theIndustry and business knowledgecontent
• Demonstrated ability to connect well (C suite, SteerCos, Partners)
• Deep understanding of how to build and drive strategic value for customers
• Ability to represent SAP as speaker/host at appropriate events
• Demonstrated understanding of relevant government policies associated with contract and procurement management noting this role carries defined responsibilities for the management of the SAP Whole of (Commonwealth) Government Agreement”.

SALESFRANCHISE PRACTICE

• Disciplined and pragmatic approach to achieving operational excellence (Close plan, Deal reviews, Harmony updates, etc)
• Ability to delegate roles and responsibilities across the team to execute and create a sustainable, scalable go-to-market
• Strong commercial capability with an understanding of how to build business cases

COACHING

• Demonstrated experience in assisting Sales team members to explorenewprospects, build strategiesfor their territory andsupport their development,
• Experience in succession planning and creatingadvancement opportunities

COLLABORATION ANDNETWORK

• Comes to SAP with a well-developed and relevant network of contacts in the customer and partner ecosystem
• Demonstrated experience in building collaborative networks within and across large and complex global organisations
• Strongly collaborative by nature, applying critical thinking approaches in a constructive manner to get the best

PRIORITISATION AND TIMEMANAGEMENT

• Strong time management skills with a consistent approach to prioritization in line with their strategy

EXPECTATIONS ANDTASKS

• 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-termachievements
• 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 engagementguidelines
• Monitors and takes necessary measures to ensure an 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 a 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 integratedsolutions
• 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 solidreferences
• Drives team towards expected market penetration and customers/partners satisfactionlevels
• Takes advantage of internal VAT (Virtual Account Teams) as well as development and support organizations, involving them on the early stages of the sales cycle and driving expected results
• Familiar with cloud post-sales processes and knowledge to assist customers in the successful deployment of SAP, including experience in programme governance
• 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 salesobjectives
• Facilitates alignment and effective communication within the sales team and internal/external key partners/customers and promptly resolve 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 accountleadership
• Effectively manages remote resources, dedicating quality time and leveraging the company'sresources
• Embraces GCO Sales University, leveraging available tools and supporting people training

ADDITIONALINFORMATION