Job Title: Services Account Management, Expert SSRS Lead MEE (m/f)
Employer: SAP
LOCATION: All Locations, ,Global
WORK AREA: Sales
EXPECTED TRAVEL: 0% – 90%
CAREER STATUS: Professional
EMPLOYMENT TYPE: Regular Full Time
CONTACT DATA: Ms. S. Berresheim + 49 6227 / 7 – 48599
REFERENCE CODE: 1G-56928896-EN-13-001
ADDITIONAL INFORMATION: all locations within MEE region possible
REPORTING TO: Line Manager
PURPOSE AND OBJECTIVES:
• The SSRS Lead is responsible for managing one or more of the key SSRS elements for the MEE market.
• The SSRS Lead will implement and execute robust sales management processes to deliver order entry and revenue for the current financial year as well as significantly develop the forward-looking pipeline, securing the health of Services projects and business.
• The role will also encompass evangelising the benefits of SSRS inclusion in strategic deals (the positive impact on market unit P&Ls and accelerating quota retirement, etc).
• The SSRS Lead will work closely with other members of the Strategic Services Sales team to ensure awareness and execution of SSRS products in all Services sales opportunities.
• Additionally, the SSRS lead will partner with software sales to execute on the MEE OneSAP plan.
EXPECTATIONS AND TASKS:
• Work with the Head of Solution Sales MEE to define a sales management rhythm that provides Executive visibility of success against key Services metrics
• Create and execute a go-to-market plan which supports the development of a significant pipeline, whilst ensuring acceleration and growth of current individual opportunities
• Define, agree and lead a significant virtual team to rapidly execute on the plan
• Support and mentor SSRS opportunities, either standalone or within larger Services deals, to ensure quarterly targets are met
• Coach and mentor local sales teams through both internal and external processes to ensure deal success
• Ensure 'best of breed' deals through inclusion of the relevant SSRS product
• Ensure integration and interfacing with software sales & country management teams in the pursuit of joint opportunities
• Work closely with local & regional SSRS delivery heads and bid offices at all stages of the opportunity process
• Ensure opportunities meet all critical business levers: pipeline, backlog, order entry with a strong focus on P&L impact
• Build a strong profile with Country and regional management teams and act as 'trusted advisor' for SSRS products
• Work closely with other members of the Strategic Services Sales management team and
• Services Business Development organisation to ensure execution of team and MEE Principles
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES:
• Bachelors degree in related fields (Business / Engineering or Technology)
• Postgraduate degree will be advantageous
• Strong Services Sales background and execution of complex, multi-million € value services opportunities, with a history of growing opportunities.
• A collaborative management style and disposition and capability to work in a networked organization with a strong culture of virtual working teams, and evidence of delivering results through building effective relationships with teams across functions and geographies
• Excellent interpersonal and communication skills
• Strong capabilities in value based and proactive selling
• Rigorous execution of sales processes and reporting: territory management, account planning, demand generation, qualification, pipeline management, forecasting
• Customer and quality focus
• Innovative thinking
• Result driven
• Motivation & engagement
• Good knowledge of English
WORK EXPERIENCE:
• Experience of creating, owning, executing complex go-to-market plans that deliver revenue and profitability growth
• Experience of sales management, coaching and reporting on complex sales
• Extensive experience of the SAP Services & Software portfolio
• Exposure to SAP's innovation agenda would be an advantage
• Experience of leading significant virtual teams, across multiple geographies
• Previous experience of interfacing with country management, sales and pre-sales organisations
• Proven track record in share of wallet and growing a profitable Services business
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