SAP Head of DDM Sales Italy Job in Rome, Italy

Requisition ID: 189144

Work Area: Sales Operations

Expected Travel: 0 - 30%

Career Status: Executive

Employment Type: Regular Full Time

COMPANY DESCRIPTION

SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.

PURPOSE AND OBJECTIVES

The Market Unit DDM Sales Leader is a general mangement position that drives SAP Database & Data Mgmnt (DDM) across the Market Unit, the role is highly visible and central to SAP’s strategic direction and is chartered to deliver business growth that outpaces the market. The right candidate must have proven sales experience of running large sales teams, driving a mulit-million Euro license business and is expected to have sales leadership in infrastructure sales, domain knowledge in the area of database. Experience with in-memory platforms, middleware and cloud deployment models e.g. PAAS is also desirable.

This position is the external face to the market for Italy, seen as a recognized thought leader by customers, partners and market influencers. Responsible for the sales strategy and execution across the Market Unit including: sales management, forecasting process, deal execution and demand generation, measurement of success determined through license revenue, standalone incremental license contribution, pipeline performance metrics (4x pipeline coverage, progresssion and quality). This position will have direct management and responsibility of the specalist sales teams in Italy (sales specialists teams have duel reporting to market unit & region). This requires building a ‘team’ of both direct reports and indirect reports for the domain of DDM in Italy that are aligned to your plan. A hands-on and lead-by-example position, sponsoring and personally driving the sales execution in the most strategic customers and for the largest opportunities. Ability to drive change and to lead the team for innovation and business success.

Primary responsibilities for sales license revenue acheivemenrt, forecasting, pipeline (4x pipeline coverage, progresssion and quality), large deal execution and channel strategy that all form part of the DDM Sales strategy and execution. It is expected that the Platform Sales Leader be adept at creating and nuturing executive relationships on their own as part of the wider sponsorship provided by the SAP executive team.

EXPECTATIONS AND TASKS

Sales Strategy and Execution

  • Define and execute the platform sales strategy for Italy

  • Build a 3 year SAP DDM business to maintain a market leading position and sustainable double digit growth

  • Build a world class specialist sales team with the industries best sales talent with domain expertise

  • Drive consistent forecast process

  • Build a business that delivers 60% standalone incremental revenue

  • Define the sales strategy to acquire net new logos at scale

  • Define and execute a GTM that builds 4x pipeline cover, drives pipeline progression & quality through systematic sales initiatives

  • Meet quarterly linearity targets (quarterly targets and month-to-month targets)

  • Proactive Thought Leadership to the market in the domain, keynote speaker, maintaining ongoing engagements with Bloggers, Press, Analyst and other key influencers. Deal Execution

  • Ensure the largest opportunities are prosecuted and closed by personally engaging into those opportunities to provide sales leadership through to opportunity closure

  • Lead-by-example in front of key/strategic customers presenting compelling proposals and commercial options as the “deal sponsor”

  • Build strong sales best practice around deal qualification and closure process

  • Execute a sales process that ensures scalable deal execution across all specialist AE’s in the region, focus on both current quarter but equally on CQ 1, CQ 2 to ensure a sustainable business Channel & Partnering

  • Define the volume sales approach for the domain to be executed through the SAP channel in collaboration with the SAP Ecosystem and Inside Sales teams

  • Build and scale a sales specialist model in the general business segment to drive existing and net new sales

  • Ensure an indirect/volume sales forecasting process is executed Personally sponsor strategic partners to drive incremental revenue and strategic customers but also partners that build scale in the channel

Position Competencies

  • Effective Relationships: Builds strong professional credibility by effectively managing and developing relationships. Build and maintain a good relationship with various leadership teams within the Netherlands as well as with the region and global.

  • Management style , proficient at managing both direct reports as well as influencing stakeholders to foster greater impact and scale for your respective areas.

  • Executive Presence: Delivers clear, convincing and well-organized presentations. Projects credibility and poise even in highly visible and/or adversarial situations

  • Solutions Knowledge: Has a thorough knowledge of SAP DDM (or competitive offering), customer relationships and sales drivers and understands how to drive the sale vs. competitor

Key Measurements

License Revenue:

  • Achieve Italy Platform license and subscription (cloud) revenue targets

  • Ensure 60% of the revenue contribution is from incremental standalone business

  • Ensure customer acquisition of significant net new logos per year Pipeline Build:

  • Build and sustain rolling 4x pipeline coverage for region

  • Ensure new pipeline is qualified and progressed (measured through <30% E/F pipeline)

  • Ensure all pipeline is progressed systematically (measured through <50% stalled pipeline on 90 day cycle) Operational Excellence & Thought Leadership:

  • Regional business plan (annual & quarterly)

  • Sales forecast process – aligned with Managing Director and Regional Leader

  • Deal execution cadence and sales best practice for scale (current quarter, CQ 1, CQ 2)

  • Drive excellence in employee engagement and leadership trust

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

  • Bachelor’s Degree MBA or Masters

  • Minimum leve of experience required for this position: 10 years

Specific areas of specialization:

  • 10 years of professional experience; demonstrated knowledge/expertise over different aspects of technology solutions

  • Experience in the Cloud data management space is highly desirable.

  • 3 years of Solutions experience with 1-2 years of SAP product application experience (or competitive)

  • 5 years customer facing experience (sales/business development/consulting/pre-sales)

  • Management consulting experience a plus

Minimum Qualifying Criteria:

  • Minimum 10 years of professional sales experience with demonstrated expertise meeting and overachieving sales quota for region.

  • Minimum 2 years of Sales leadership to lead large solution sales teams to success across region

  • Ideally 2 years of SAP product sales experience in Database preferred Sales

  • Carried individual quota and strong track record of over achievement

  • Carried business unit quota for overall sales team with a strong track record of over achievement

  • C-Level value based selling and positioning experience

  • Proven track record at closing large complex license opportunities with strategic customers

  • Ideally an understanding of SAP Platform solutions

  • Understanding of SAP Ecosystem (SAP Internal, Partner, Customer) Skills & Ability

  • Open doors for new business opportunities – “Rainmaker”

  • Deep domain product knowledge

  • Ability to leverage and execute best practices approach

  • Engaging and influencing cross-functional organizations

  • Business planning, business case development, & operational excellence

  • Integrative Leadership style, able to motivate a team for success while building a high trust level

  • Significant leadership presence, ability to effectively interact with SAP local and regional leadership

WHAT YOU GET FROM US

Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now .

SAP'S DIVERSITY COMMITMENT

To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team (Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com , APJ: Careers.APJ@sap.com , EMEA: Careers@sap.com ).

Successful candidates might be required to undergo a background verification with an external vendor.

Additional Locations : Virtual - Italy