VP Sales, Corporate Field Central

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.
As a market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insights more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.
The Corporate Segment is one of the fastest growing parts of our Canadian Business. As such, we are looking for a strong, experienced and motivating leader to lead our Central Corporate Field Team through the aggressive growth trajectory we are on.

WORK EXPERIENCE:

• 10+ years overall experience with 3-5 years demonstrated sales leadership experience in net new “hunting” territories
• Enterprise and Midmarket software sales experience. An understanding of SAP solutions is an asset, expertise in cloud and user-interface a plus proven track record of capturing and growing customer and market share in a profitable manner
• Proven sales execution in net new account territories
• A comfort and understanding of both mid-market & enterprise customer set, executing with a sense of urgency and speed.
• Demonstrated success in both strategic and tactical levels
• Strong facility with teamwork and an ability to learn and adapt quickly
• Experience with Direct and Indirect sales and program execution
• Rigorous execution of sales processes (account planning, pipeline management)
• Key Performance Indicators: SW Revenue , et New Names, Customer Satisfaction, Partner Participation, Profitability
• Key Deliverables: Account segmentation, Territory and Resource Deployment Strategy, Route to Market mix, Aggregated Pipeline and Forecast

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:

• Bachelor’s degree, preferably in business or IT-related discipline
• Extensive sales experience, 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 across the region
• Strong facility with teamwork and an ability to learn and adapt quickly
• Ability to work independently with a strong drive for results
• Excellent interpersonal and communication skills
• Strong customer focus and excellent interpersonal skills, with the ability to serve as a trusted advisor to customers and partners
• Ability to articulate the SAP value proposition clearly and to listen actively to customers to identify prioritized customer needs
• Ability to present complex information to customers, partners and colleagues in a clear and appealing manner
  Strong leadership capabilities, inspiring, hiring

ROLE DESCRIPTION:

The primary role of the VP Sales, Corporate Field, is to consistently attain & exceed revenue growth and renewal objectives. This VP reports to the Senior Vice President of Corporate Segment for Canada and will be focused on actively driving net new logos, while also expanding SAP footprints in existing accounts. The VP requires a “hunter” sales strategy that will create early engagement and effective relationships with target accounts and the partner ecosystem to build and close opportunities for SAP. We are seeking a strong, experienced sales leader responsible for leading a team of Account Executives with defined accounts/territories to drive sales opportunities. They will engage with customers directly, as well as assist individual Account Executives to build territory plans, account plans and sales execution strategies to increase wallet share, win new logos and ensure growth in all revenue streams. They are responsible for formulating objectives, performance standards & priorities for the Sales team and ensuring that selling models facilitate market penetration.

EXPECTATIONS AND TASKS:

• Manage the assigned SAP sales team to maximize solution sales, customer satisfaction, partner engagement and territory management.
• Manage revenue pipeline for the team and work with IAEs, product specialists and partners on sales strategy and solution offering.
• Leverage channel and influencer/alliances partners to drive indirect revenue as primary source.
• Exceed quarterly and annual revenue targets with broad participation across the sales team and high level of business partner participation.
• Maintain an active presence with prospects, customers and partners. Identify and engage in organizations and events related to the territory, representing SAP and developing net new opportunities.
• Build a network of executive relationships with key customers and partners that can be leveraged.
• Provide exceptional transactional sales support to all sellers, channel team and partners in key deals/complex sales opportunities whenever required and appropriate; handle partner/customer-related issues that require senior management attention within the organization.
• Work collaboratively with SAP line of business, products, services, sales, channel, marketing teams on territory strategy and account/opportunity management.
• Create, monitor and review the overall Partner Strategy for the territory in close collaboration with Indirect Partner Business Managers.
• Contribute strongly to the SAP culture with an innovative, results driven attitude and unquestioned integrity.
• Ensure proper sales hygiene for the team including account planning, updated system entries, forecast and pipeline accuracy.
• Attract, develop, mentor, motivate and retain a team of driven and tenacious account executives.