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.
The primary purpose of the VP Sales HCM position is to cultivate and motivate a team of high performing individual contributors to consistently attain targeted bookings and revenue goals. This position is also responsible for executing against team targets across relevant non direct selling channels in areas such as partner/ecosystem and Programs across NA Cloud Lines of Business. To accomplish these goals, the VP will help to develop a culture, methodology, and strategy to ensure high Customer Satisfaction and Growth in market share in the target accounts.

SKILLS AND COMPETENCIES

Within this broad experience framework, the ideal candidate will have demonstrated the following competencies:

• Results Orientation: The ideal candidate will identify and meet ambitious performance benchmarks, driving for results with a positive impact on SAP’s image and position in the enterprise software market on a consistent basis and under the full range of market and economic conditions.
• Influencing Skills: He/she, will be someone who invests in building relationships with others and uses the informal structure and culture of an organization to get things done. This individual will bring people together across organizational boundaries to achieve results as a team and share best practices. This person will also demonstrate the personal flexibility to adapt and compromise, when necessary, while actively contributing new innovative thinking to the broader organization.
• Team Leadership: The successful candidate will be responsible for building and mentoring a high-caliber team. He/she must be able to identify and fill any talent gaps and must mentor and develop team members so that there is a robust talent pipeline within the group. The individual must have demonstrated the capabilities to inspire and earn the respect of his/her people, and the interpersonal skills required to provide effective feedback, both positive and negative. They should be able to show they have implemented successful succession planning strategies and manage performance and development. Additionally, the ideal candidate is a sales leader who involves his team actively in establishing sales benchmarks, brainstorming strategies for success, and holding each other to a consistent standard of excellence.
• Customer Impact: The ideal candidate will leverage his/her knowledge of the customer’s perspective to anticipate requirements and to tailor competitive solutions. He/she will have demonstrated the ability to establish strong executive relationships at the senior-most levels in customer organizations leading to a demonstrable track record of increasing sales and partnership value creation. He/she will have the proven ability to influence, build rapport, and gain credibility with both business and technology executives.
• Market Knowledge: The ideal candidate will extend his/her contextual knowledge of the enterprise software market, understand market trends to ensure market share gains for SAP through strategic selling well enough to identify creative business solutions to customer problems, and identify emerging opportunities and maintain effective client relationship management.

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

The ideal candidate will have 6+ years of experience selling complex enterprise software and/or IT solutions to leading organizations. In addition, he/she will have direct experience building an effective sales process, and execution model around a “hybrid model” covering standard product, custom software development, cloud and services, as well as experience managing a sales strategy inclusive of strategic Partners. This role is within one of SAP’s highest growth potential segments and offers an expanding product portfolio. Therefore, this individual must have the ability to build deep relationships and creatively identify and drive opportunities to deliver value and business solutions, including the ability to gain credibility and build relationships quickly with key customer and industry contacts.

This executive will have demonstrated his/her ability to aggressively grow a technology services or enterprise software business, as well as a focus on high-end solutions. This will be evidenced by not merely growing with the market but by leading an organization to profitably gain market share and grow faster than competitors. This individual should have a strong sales leadership background. The successful candidate will exude confidence, inspire teamwork and collaboration, and be seen as a good coach, mentor, and advocate.

• Experience and understanding of selling to Federal & Government Vertical
• Minimum of 6 years related business software sales experience.
• Minimum of 2 years management experience in a fast-paced, consultative, and competitive team-selling environment preferred
• Proven methodologies and plans for consistent pipeline development.
• Must have expertise in consultative selling methodologies
• Prior experience in business application software sales also required.

• A clear understanding of SAP’s transformation to an Enterprise Cloud technology company and its’ Value Proposition and Differentiation to the market as we accelerate towards the 2025 target objective
• Ensure quota attainment across industry and territory plan and ensure growth in all revenue streams across direct sales and other non-direct channels such as ecosystem
• Ability to execute within a portfolio organization and drive alignment against a full customer lifecycle value proposition with the distinction on the benefits of HXM within SAP’s portfolio
• Build a network of relationships with key customers and partners that can be leveraged to drive customer satisfaction, value realization, license consumption and budget attainment
• Possess people and general management skills to attract, hire, and retain, a diverse pool of agile and innovative candidates that meets the needs of the broader team mix and facilitate subsequent talent strategies.
• Align and drive the Live BETTER, Work BETTER, Celebrate BETTER culture created within the HXM organization.
• Assist account team in identification, pursuit, negotiation, closure, and implementation of new opportunities, overall business process improvement and field escalations
• Develop and share an effective internal network
• Drive close collaboration with the Alliances and ISV ecosystems while also leveraging the benefit of partnership with SAP’s IAE and CSS organization
• Provide coaching and account strategy support throughout sales cycle(s)
• Facilitate individual growth and development for direct team members