SAP Americas Regional Sales Leader Business AI 

Hungary, Pécs 

630410995

KEY RESPONSIBILITIES

• Owns the Regional AI GTM strategy and drive execution:
  • Represents AI GTM in demand management / forecast calls to drive build-up of required pipeline
  • Defines the short and mid-term GTM strategy for AI with focus on sales + activation + consumption: GTM motions, demand generation approach, sales plays, adoption activities, partner related motions and alliances approach, etc.
  • In that context, maintains ongoing dialogue with SA CROs, PES and regions
  • Cascades the strategy and targets to Solution Areas and Regions via Black Belts and Regional leadership, tracks the execution
• Interfaces with SAP Business AI growth area including expectations alignment to/ from CS on AI strategy and execution, and making sure CS inputs are considered. The Americas Regional Sales Leader for Business AI will report in a solid line to the Americas Head of BTP, BDC and AI
• Drives the AI topline projections assessment and updates in co-ownership with the CRO of BTP, BDC and AI.
• Collaborates on execution of the communication/ Regional enablement approach across all of CS, leveraging Black belts
• Maintains a degree of customer contact to always be on top of customer sentiment, evangelizes SAP Business AI in Regional internal and external events, customer and partner conversations in close collaboration with the Regional AI Thought Leaders.
• Ensures ongoing feedback exchange with Chief Revenue Officer for SAP Business AI in regards to customer and partner sentiment, and ensures it is considered in the AI and product strategy evolution

Experience:

• Understands SAP Business AI strategy and portfolio on the business level; some degree of technical understanding of AI is a plus.
• Experience of customer AI-focused engagements a strong plus
• Deep understanding of SAP GTM mechanisms and frameworks for demand generation, sales and adoption
• Enterprise Leadership: Proven experience managing complex transformations with a structured set of initiatives and programs – with multiple work streams and project teams spanning countries and LOBs. Demonstrated Enterprise leadership with deep expertise.
• Org & Operational Complexity: Demonstrated ability and readiness to lead in businesses and/or functions that require high degrees of complex cross-organizational interaction & collaboration.
• Business Performance: Track record leading customer-facing, sales, services, operations or customer engagement organizations. Regional sales, services and customer engagement leadership is necessary.
• Regional Accountability & Cross-Cultural Experience: Able to successfully collaborate across cultures; Experience managing and mobilizing regional teams via both direct and indirect reporting relationships.
• Innovation Track Record: Drives operational innovation based on a deep understanding of customer and organizational landscape & business factors.
• Transformation: Track record of translating transformations and strategy into operational execution proven by measurable business success (top line or bottom line)
• Customer Focus: Well- respected, market facing proven leader in customer success execution and customer empathy across LoBs, Segments, and/or Industry
• Brand Development: Positive internal & external brand, well-networked and well- positioned in enterprise software, cloud technologies. Uses influence to scale effectively.
• Business Management: Competency in multi-year business planning, business case development & operational execution excellence. Record of building strong and loyal customer / partner relationships that translate to measurable business outcomes

Leadership Competencies:

• Leads with expertise and an innovation mindset. Immediately credible.
• Alignment with the BTP “Better” Culture
• Has a Followership. Inspires and motivates. Leads a matrixed team through vision, engagement, competency, and influence. Has a strong brand both internally and externally.
• Optimistic outlook and Agile Mindset. Quickly addresses challenges and leads and inspires through adversity.
• Has Executive Presence, polish and credibility. Effectively interacts with CxOs.
• High integrity and ethics. Demonstrates SAP’s values and culture.
• Builds a culture of belonging, accountability, transparency and trust vs. command/control.
• Wins support for initiatives internally & externally. Navigates the matrix.

Behavioural Competencies:

• Customer Focused. Company Focused.
• Agile, with a proven ability to work under pressure with extreme flexibility.
• Displays high IQ and EQ. Reads situations well.
• Has executive presence, polish and command.
• Communicates clearly and effectively – both in written and spoken form.
• Innovates, experiments & incorporates new approaches to put Customers First.
• Well networked internally and externally.
• Experience incubating and growing a new business unit a plus
• Promotes inclusion & collaboration across enterprise.
• Promotes a culture of trust, feedback, transparency, informed risk- taking and execution excellence.
• Serves as a role model of SAP’s values.
• Strong alignment to regular business KPIs to measure business success of transformation
• Customer Success: Customer NPS / Customer Effort Score / Cloud Consumptions & Renewals /MAR
• Innovative Growth: Bookings/ Revenue and Profit attainment (Sales, Services, Customer Engagement
• Execution Excellence: KPI for Sales Excellence, Delivery Excellence, Customer Engagement Excellence, Org. Excellence
• World Class Culture: Engagement, Leadership Trust, Attrition, Diversity & Succession

Fluency in English; any additional language an asset. Fluency in the language of local markets desirable.

Bachelor’s Degree or equivalent accreditation required; Master’s Degree or MBA Preferred.

Compensation Range Transparency

Naperville
Chicago