SAP Business Management Sales Senior Manager 

United Kingdom, England, London 

462297609

The CBO provides overall leadership and direction to multi-functional organizations executing within effective and agreed upon governance models and contributing to continuous innovation and cost-effective service delivery models.

Primary performance goals include:

• Drive MU top line bottom line Revenue growth
• Serve as GM/MD proxy
• Direct responsibility of MU revenue
• Adopt automation for efficiency
• Eliminate functional duplication
• Adapt to evolving business models
• Scale for growth
• Adopt and syndicate best practices/standards
• Collaborative & continuous innovation
• Drive demand generation plan and activities
• Drive Customer Advisory process optimization, standards and excellent customer engagement
• Implement and Deliver Global NLAC Strategy
• Will develop and execute on the go to market plan
• Drive the 3 pillar strategy across the MU
• Engage with Key Customers and Partner Community

Key Areas of Responsibility:

Drive Profitable Revenue Growth

• Align regional shared services resources to achieve profit target's
• Responsible for MU revenue
• Serve as proxy for MU GM/MD i.e. manage, drive, negotiate, close sales opportunities in accordance with the value management solutions sales cycle approach; participation in FLT calls, 2nd in command activities as required. Exceed Annual Software/Cloud and SSRS Revenue Targets across all customer segment's
• Exceed Annual Operating Income (Profit)Target
• Exceed Annual Customer Sat Target

Value centric approach: Drive the Value Centric Solutions Sales by:

• Providing cost effective tools and scalable resources to help drive deal road mapping, business planning, solutions value blueprint and benchmarking/value content and assets for all customers.
• Drive the enablement and integration of new solutions and methodologies quickly through the organization.
• Enable the SAP MU Sales force to leverage the right resources and assets at the right time to drive profitable revenue.
• Ensure effective consultation on key areas which impact the region such as: M&A strategy which affects region, localization issues and the development of regional game plans.

Operational Excellence

• Where applicable, deploy enablement acceleration model while supporting Fast Growth Market enablement.
• Implement shared services delivery model:
  • Scale Shared Services in a cost efficient way
  • Understanding the requirements for how new markets should efficiently leverage Shared Services resources and devide solutions for those requirements
  • Dispel the "infinite capacity" mentality by partnering with sales to drive
  • Appropriate engagement methodologies, governance models, and resource optimization strategies
  • Establish regional shared services and FGM performance metric's
  • Adopt and syndicate best practices/standards
  • Efficient leverage of offshore resources; develop an integrated single off-shore support strategy with a platform for hiring, regional engagement, ramp-up, knowledge transfer, technology & talent management
  • Drive the adoption of a common time entry, budgeting, expense management & margin monitoring process
  • Enable the Sales teams to build a sustainable revenue stream by supporting both quarterly revenue goals and appropriate pipeline build processes.
  • Demand accuracy in CRM and full preparation for QBRs and Operations reviews

Drive performance management throughout the year. Recognize effort, reward results. Provide timely and relevant communications. Constructively remove barriers to progress and productivity.

Experience & Educational Requirements
• 15+ years industry experience preferred, + 10 years leadership and enterprise software/Cloud sales, 3-5 years leading diverse operations functional organization’s
• P& L Management Experience
• Successful track record of building, leading and retaining diverse, multi- functional high performing team’s
• Record of building strong customer relationships
• Executive Sponsorship on targeted sales opportunities (preferred) Business strategy planning and Knowledge management
• Bachelor’s Degree Required; Master’s Degree or MBA Preferred

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