VP Sales, Corporate Field Central

3 weeks ago

Old Toronto, Canada SAP SE Full time

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. 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 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.

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.

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.
  • 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.
  • 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.

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 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 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.
  • Strong facility with teamwork and an ability to learn and adapt quickly.
  • 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.

Bring out your best

SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management.

We win with inclusion

SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone feels included and can run at their best. SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities.

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