Sales Director - Public Sector

at  SAP

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.

Responsible for leading and coaching a world class team that will sell SAP’s solutions via aggressive and value-based market penetration strategies.

This is a leadership and management role. The successful individual will be able to demonstrate the requirements below and coach and support team members to be able to meet these requirements, across their territories. This means being able to supervise and manage the day to day operations of the team, effectively prioritising to optimise resource utilisation while developing their sales acumen and careers. You will lead, manage and recruit as necessary a team of high calibre sales talent, ensuring strong sales processes, driving the development of a full pipeline of opportunities, engaging with customers and partners at the multiple levels, motivating the sales team, resolving conflicts, removing barriers, and providing recognition in the pursuit and achievement of sales revenue and profitability.

• Deliver compelling sales presentations, communicating the value of our solutions in conjunction with our partners and demonstrating a clear understanding of customer needs. Leverage strong closing skills to drive revenue.
• Proactively identify and solicit new customers through market research, webinars, hosted events, and networking. Generate qualified leads and drive opportunities through the sales funnel to closure.
• Define approaches to generate a balanced business of mixed size opportunities that draws upon the strengths of the whole SAP portfolio and responds to specific market needs, generating competitive advantage on existing markets, developing consistent new revenue streams that will guarantee short and long-term achievements.
• Develop and apply an in-depth understanding of SAP’s processes/ procedures and sales tools/systems as well as enterprise market, including industry, marketplace, strategies and trends, competitors, and competitive tactics to develop an effective long-term sales strategy and plan.
• Demonstrate outstanding execution track along sales cycle, ensuring SAP’s sales methodologies and common processes are in place and defining clear territory engagement guidelines. Demonstrate a strong sense of urgency in following up with leads, managing multiple tasks, and driving deals to close. Consistently meet deadlines and exceed expectations.
• Monitor and take necessary measures to ensure adequate pipeline of opportunities and demand generation for sustainable growth. Manage the entire sales pipeline, ensuring consistent activity and movement towards achieving sales quotas. Track progress using our Harmony tool and maintain accurate customer data.
• Negotiate deal terms and collaborate with internal teams and partners and customers on proposals, tender responses, and commercial agreements. Ensure alignment with customer needs and business objectives.
• Introduce 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.
• Ensure there is a proper business case with clear and attractive ROI impact, on each proposal SAP presents.
• Build a network of executive relationships across industry, community, and business groups, and with key partners and customers to stay current on issues impacting business and sales, providing meaningful strategic advice to retain and grow their business through integrated solutions.
• Stay current and informed on all new campaigns, understanding their objectives and relevance, communicating to Sales team and ensuring all involved know the roles the play in making campaigns successful and use this to further enhance the pipeline.