SAP Head HCM GC 

Bulgaria, Burgas 

783603689

This Greater China specific role will report directly to the Head of SuccessFactors for Asia Pacific (APAC) and will have a dotted line to the Managing Director for Greater China.

Key responsibilities

1. Develop the Greater China HCM go to market strategy and operating plan. Lead successful execution across the region.
2. Drive Greater China HCM revenue growth in the region including new bookings and renewals with an overall focus on net bookings. Demonstrate outstanding sales execution track record, ensuring SAP’s sales methodologies and common processes are in place and defining clear territory engagement guidelines.
3. Monitor and take necessary measures to ensure adequate pipelines of opportunities and demand generations for sustainable growth across the region. Drive the integrated demand management program to achieve TCP and conversion targets
4. Utilize 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.
5. Design industry and segment specific sales plays, leveraging content and material from the Global SAP HCM team and other sources. Ensure there is a proper business case with clear and attractive Return on Investment (“ROI”) impact, on each proposal SAP presents.
6. Leverage internal sales enablement teams, as well as development and support organizations, involving them on the early stages of sales cycles to drive expected results.
7. Lead programs to ensure end-to-end customer coverage from initial signing to go-live to expansion and renewal.
8. Build a network of executive relationships across industry, community and business groups, and with key partners and customers, stay abreast of issues impacting business and sales, providing meaningful judicious advice to retain and grow the business through integrated solutions.
9. Develop the Ecosystem required to support and scale the SAP HCM business in Greater China, including resell, implementation, and acceleration of partner driven territories
10. Stay current and informed on all new campaigns, understanding their objectives and relevance, communicating to the Sales teams and ensuring all involved know the roles to play in making campaigns successful.
11. Support the development of SAP HCM customer references and case studies
12. Lead and facilitate an adequate governance model that will leverage cross line of business efforts/Business Suite focus
13. Inspire and influence internal stakeholders, experts and other resources not under direct control, help remove obstacles to goal achievement. Influence product management and development teams to ensure product and localization requirements are being met for customers in the region.
14. Recruit, develop, train and motivate a group of high achieving A-players. Drive competencies through aligned enablement and accreditation programs.
15. Drive each direct or dotted line team member to deliver on expected quarterly/annual sales objectives.
16. Facilitate alignment and effective communication within sales team and internal / external key partners / customers and promptly resolve any conflict to encourage harmonious and productive interaction.
17. Facilitate individual growth and development of Sales team, setting objectives, performance standards and priorities, coaching and acting as role model on sales approaches and account leadership.
18. Effectively manage remote resources, giving quality time and leveraging company’s resources. Embrace Value University proposal and requirements, leveraging SAP’s available tools and supporting people training initiatives.

Success Criteria

1. New bookings/Net Bookings (ACV) revenue budget attainment
2. revenue forecast predictability and linearity
3. Annualized Cloud revenue retention rate
4. Customer revenue growth
5. Total Cloud Pipeline, Conversion, R4Q and ADRM pipeline coverage
6. Customer Net Promoter score
7. Customer referencability
8. Count of Cloud customers

Education and Experience

The ideal candidate must be an accomplished senior sales leader and GM, with sound reputation, gravitas, and consistent successful track record of achievement in a complex and culturally challenging region. He or she needs to have a profound market understanding in judicious and consultative sales, with the ability and credibility to engage the client’s “C-Suite” and winning their trust and consequent business, coupled with demonstrated experience and expertise in crafting significant seven and eight figure software deals. Local experience is required.

Behavioural competencies

1. Strong coaching and mentoring mentality
2. Demonstrate Authenticity in leadership approach
3. A strong will to win and ability to inspire team and others to action
4. Strong intellectual capabilities to take business and judicious leadership.
5. Sound entrepreneurial attitude.
6. Extensive hands-on management experience in a multi-national environment.
7. Demonstrated ability to win others and to align with peers and colleagues across a large territory.
8. Is organizationally agile; can navigate a complex organization to reach a goal or objective.
9. Is culturally-savvy, has experience working across borders, deals easily with individuals from different cultures and backgrounds.
10. The success of the candidate is dependent on the ability to influence colleagues and peers.
11. Strong communications skills and charismatic personality are pre-requisites.
12. High potential to further grow and develop within the organization.

Good command of both English and Chinese