SAP Executive General Manager NSW 

United States, Texas, Houston 

872691611

Key accountabilities include:

1. Prepare the team for maximum operational success – short, mid and long-term

• Take full accountability for their geographical territory within the ANZ business across the whole customer life cycle and all SAP solution areas

• Define the relevant plans, tactics & priorities (aligned with SAPs overall strategy, objectives and ANZ GTM) – including decisions on how to best leverage other services offered by supporting matrix functions

• Design and drive implementation of the ANZ MU plan for their geographical territory - focusing on long-term growth objectives in parallel to managing quarterly results

• Ensure effective translation of their allocated geographical territory targets and business plans including individual target setting

• The EGM effectively leads and provides direction to first level leaders, teams and individuals – even when the formal authority may reside elsewhere in the SAP matrix

• The EGM should be adept and effective at leveraging from the network within SAP for the benefit of their business.

II. Drive effective execution on MU level

• Inspire a “Customer first” mindset within the team and remain focused on the delivery of value to customers across the whole Customer Lifecycle Value Journey – as ONE SAP

• Protect and effectively build SAP reputation in the local markets.

• Build, develop, coach and lead a strong and collaborative management team – including across all LOB

• Drive operational excellence – including effective utilization of shared services provided by supporting matrix functions

• Be a positive and inspiring role model as a manager and business leader

III. Thought Leadership and Brand Advocacy:

• Internally represent and drive the key growth areas required to support your business

• Externally represent SAP and ANZ Strategy in the broader eco-system and with customers including speaking at relevant events and maintaining a strong social media presence

• Conduct and promote forward thinking Market & Competitor analysis and investigation of growth trends on a regular basis

Expectations and Tasks

• Recruits a team of high calibre sales talent.

• Links a vision and execution strategy to the MU / Regional / Board / Managing Director direction.

• Inspires and motivates.

• Brings thought leadership to market needs, generating competitive advantage on existing markets and developing new revenue streams.

• Builds a network of senior C-level 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 integrated solutions.

• Stays current and informed on all new market trends and sales campaigns, understanding their objectives and relevance, and applying them across sales organization/region.

• Support SAP and drive the SAP brand and strategy at industry, sales and media events as well as through appropriate social media channels

• Supports the development of solid customer references.

• Drives team towards expected market penetration and customers/partners satisfaction levels.

• Inspires and influences internal stakeholders, experts and other resources not under direct control, helping to remove obstacles and achieve goals in a positive manner.

• Coaches and drives each Sales member toward expected quarterly and annual sales, consumption and adoption objectives.

• Facilitates alignment and effective communication within sales team and internal/external key partners/customers and promptly resolves any conflict to encourage harmonious and productive interaction.

• Facilitates individual growth and development of their Sales team, setting objectives, performance standards and priorities, coaching and acting as role model on sales approaches and account leadership.

• Ensures disciplined sales methodology application across management groups, resulting in consistent and accurately forecasted financial results.

Work Experience

As a true Executive General Management role this position requires diverse and senior level experience encompassing but not limited to:

• Extensive experience in sales of complex business software / IT solutions

• Experience as a Senior Manager in a team selling environment, preferably managing other people managers

• Extensive experience in successfully developing people and high performing teams

• Experience in translating SAP’s strategic plan into plans and tactics that can be applied for success in our business

• Experience in identifying, developing and building strong relationships with key partners (both multinational and local) to ensure customer success

• Experience across the full customer value journey (including pre and post sales activities)

• Extensive experience identifying, developing and building senior C suite executives relationships across different buying centres by driving value-based conversations

Education and Qualifications/Skills and Competence

A Bachelor’s degree is the minimum qualification required for this role. Fluency in Business English is also a mandatory requirement.

The role also requires capability across a wide range of competencies encompassing:

• Demonstrated success with complex, long-cycle sales campaigns in a fast-paced, consultative and competitive market.

• Confident and conversant with C-level conversations preferably at more senior levels such as Steering Committees and Board Meetings

• Proven track record in business application software sales especially working in complex sales environments where leadership and team collaboration has been the key to success

• Demonstrated success in negotiating complex contracts with customers including devising and elevating business cases for internal change to senior levels in our organisation to better meet the customer’s needs

• Demonstrated knowledge on applying consultative selling methodologies

• Proven track record on managing highly complex organizations and applying risk-mitigation strategies to customers

• Demonstrated ability to communicate a vision across lines of business both with a customer as well as internally in SAP

• A successful track record of embedding sales processes and strong sales management disciplines

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