SAP Head of Learning Hub Sales APJ Job in Singapore, Singapore

Requisition ID: 183498

Work Area: Sales

Expected Travel: 0 - 50%

Career Status: Professional

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.

ROLE DESCRIPTION:

This regional role incorporates all aspects of the Learning Hub go to market. The role will focus on internal and external enablement, driving pipeline development across four rolling quarters and working with the Market Unit Sales Teams to progress and close appropriately sized and executed Learning Hub opportunities across the region. Performance in the role is measured net new bookings for Learning Hub across all market units in the region.

OBJECTIVES:

This role is primarily to provide the following strategies and tactics to drive the growth of Net New Learning Hub Bookings and ongoing Revenue base across the region:

  • Enable Market Unit Sales Teams to be able to identify, qualify, develop and close appropriately sized Learning hub opportunities across direct and indirect territories.

  • Increase and maintain ability within the Education sales teams to evangalize, identify, qualify and demo Learning Hub appropriately.

  • Manage the Learning Hub Net New Bookings pipeline and forecast against agreed targets.

  • Improve the quality, breadth and deal size for attached Learning Hub deals.

  • Build leads and pipeline in each market unit through demand generation execution in partnership with demand generation professionals, market unit leads and Education Account Executives.

  • Increase awareness of Learning Hub value in context of emerging technologies and concepts including S/4HANA, Cloud and Digital Transformation.

  • Optimize sales channels with regard to deal size, renewal requirements and appropriate cost of sale.

EXPECTATIONS and TASKS:

The activities to be executed as part of this role are as follows:

  • Support Market Units in understanding and applying Learning Hub capability, value, and enhancements in features and go to market.

  • Planning and execution of Education Sales teams’ Learning Hub enablement.

  • Assist Market Unit sales teams qualify and execute learning Hub opportunities, and be a strong contributor to the Virtual Account Teams.

  • Planning, preparation and execution of demand generation activities including digital, virtual and physical interventions.

  • Align channels appropriately in context of deal size

  • Create demand in partner space, to build requirement for, and stickiness of, Learning Hub value and delivery methods.

  • Optimize sales processes in context of customer and engagement types and deal sizes.

  • Drive the growth of Learning Hub Net New bookings across the region

  • Develop and manage (through the Market Unit sales teams) an effective sales pipeline for Learning Hub enablement sales in each Market Unit across the region

  • Timely and accurate pipeline and forecast management to manage the sales pipeline on a 4Q rolling basis in context of sales targets, using DMD and ADRM as single source of truth reports

  • Maintain an appropriate level of involvement in customer escalations and enhancement requests

  • Refine and cluster enhancement requests, roadmap suggestions and content and Learning Room development, including localization priorities.

  • Harmonize decisions across multiple opinions across stakeholder groupings

  • Be a Trusted Adviser and "Talk Business"

  • Deal with Line of Business and Executive Level stakeholders

  • Establish powerful relationships with key account executives

  • Champion Cloud Business Models in regard to multiyear deals, appropriate enablement and adoption approaches with the Customer Engagement Executive team, and build upsell approach into day-to-day Education interactions.

KEY COMPETENCIES:

The key competencies for this role are as follows:

  • A proven leader that can execute a strategy, enable the Sales teams and manage performance in a dynamic Education market.

  • Excellent communications skills and highly developed interpersonal skills with strong ability to work collaboratively across the organization and obtain positive visibility and credibility quickly.

  • Excellent business and commercial acumen, with an ability to understand the numerous educational business drivers required to develop into a trusted educational advisor.

  • Self-starter with strong intercultural experience and sensitivity in order to operate collaboratively and influence key stakeholders in a matrix environment.

  • Understanding of Bookings and Revenue requirements, preferably within the domain of Educational Services.

  • Problem solver, with hands-on analytical skills, who can drive change and simplification.

DESIRED QUALIFICATIONS AND EXPERIENCE:

  • 2 years Sales and Delivery Management, including leading virtual teams across-borders

  • 2 years People Management in a Cloud line of business

  • 5 years in Education line of business

  • Strategic thinking and conceptual design of complex projects & programs

  • Decision maker within own area of responsibility

  • Customer interaction

  • Knowledge of SAP Education Products and Services

  • Exposure to online learning development methodologies

  • Practical experience across multiple market units in the region, both selling and project roles

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.

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