WE HELP THE WORLD RUN BETTER

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.

LEADERSHIP AND STRATEGY

• Ability to consistently think and act strategically in a tactical environment.
• Demonstrated commitment to seeking external perspectives from relevant sources and your broad network to build & inform your strategy
• Has strategy at the core of their leadership style and approach
• Takes accountability, is decisive and is comfortable with leading from the front, in a consultative manner

WORK EXPERIENCE

• Minimum of 10+ years of experience in delivery/solutioning of complex business software / IT solutions in the Public Sector
• Proven track record in business application software solutioning/delivery
• Experience leading/managing in a team selling environment
• Demonstrated knowledge of consultative selling methodologies
• Proven abilities in managing highly complex organizations and applying risk-mitigation strategies to customer challenges

EDUCATION QUALIFICATION

• Bachelor equivalent

THE ROLE

Responsible for building and leading a world-class Centre of Excellence focussed on supporting Federal Agencies in Canberra transition to SAP’s Business Suite on the Cloud.

EXPECTATIONS AND RESPONSIBILITIES

Leads the recruitment and formation of a team of high-calibre talent focussed on supporting the Sales team (License & Services) to drive impactful conversations with Federal Agencies. Adopts an appropriate set of disciplines to support defined sales processes, supports the development of a full pipeline of sales prospects and engages customers and Partners at the executive level.

• Defines a vision for the CoE and creates a winning strategy that draws upon the strengths of SAP in the Federal space and responds to specific needs from the market.
• Applies an in-depth understanding of SAP’s processes/ procedures around solutioning and sales to support pursuits.
• Monitors and takes necessary measures to actively support the development of the pipeline focussed on SAP’s Business Suite for Federal Agencies.
• Actively participate in delivery governance and program SteerCo with customers
• Supports a disciplined approach for successful solution selling (value Centric Sales Approach), focussed on creation of value and management of risk for the customer.
• Ensures there is a proper business case with a clear and attractive ROI impact, on each proposal SAP presents.
• Leverages a network of executive relationships across the industry and with key partners to stay current on issues impacting the Federal Agencies
• Drives team towards expected market penetration and customers/partners satisfaction levels
• Leverages the internal VAT (Virtual Account Teams) as well as development and support organizations, involving them on the early stages of the sales cycle to create meaningful outcomes for the Federal Agencies.
• Familiar with cloud post-sales processes and knowledge to assist Agencies in their planning for successful deployment of SAP.
• Inspires and influences internal stakeholders, experts and other resources not under direct control, helping to remove obstacles and aiming goals achievement
• Defines what success looks like for the Centre of Excellence and identifies and monitors clear performance metrics
• Facilitates alignment and effective communication with the sales team and internal/external key partners/customers and promptly resolve any conflict to encourage harmonious and productive interaction
• Effectively manages remote resources, dedicating quality time and leveraging the company’s resources