Sales Team Lead - SAP Business Transformation Management (SAP Signavio & SAP LeanIX)

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.

 
What you'll do

Management responsibilities:

• Leading a local sales team.
• Report to the India MU as an acting sales manager and to the regional SAP BTM leadership team (APAC).
• Take responsibility for the SAP BTM business in India, the second largest MU in terms of SAP overall cloud revenue contribution in APAC. Our SAP BTM business in India is developing, and SAP BTM APAC is investing and supporting correctly to take the business to the expected level. Therefore, SAP BTM INDIA is receiving direct and close executive support from the RVP and Head of Strategy and Market Development for APAC.
• Align with India MU & the senior leadership team to run the business fully integrated and sync between SAP BTM and the SAP MU priorities, efforts, strategy, tactics, and market development efforts.
• Manage and develop the SAP BTM local team aligned with the regional and global strategy and support.

Subscription Revenue:

• Annual Revenue – Achieve/exceed quota targets.
• Sales strategies - Develop effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships with new and existing customers and leverage them to drive strategy through the organization.
• Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
• Customer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy, and competitive landscape. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
• Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references.
• Business Planning – Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Utilize VE, benchmarking and ROI data to support the customer’s decision process.

Demand Generation, Pipeline and Opportunity Management

• Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
• Pipeline partnerships – Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.
• Leverage SAP Solutions – Be proficient in and bring all SAP offers to bear on sales pursuits including Industry Solutions, LOB solutions (CRM, SCM, HCM, SRM et. al) and technology solutions (Business Analytics, Mobility, Database and Technology, et. al)
• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
• Support all SAP promotions and events in the territory

Sales Excellence

• Strong approach to Value Selling.
• Maintain White Space analysis and execution of initiatives (upsell and cross-sell) on customer base.
• Orchestrate resources: deploy appropriate teams to execute winning sales. Create OneSAP.
• Utilize best practice sales models.
• Understand SAP’s competition and effectively position solutions against them.
• Maintain CRM system with accurate customer and pipeline information.
• Demonstrates leadership skills in the orchestration of remote teams.
• Ensure account teams and Partners are well-versed in each account’s strategy and well-positioned for all customer touchpoints and events. Maximize the value of all sales support organizations.

 
What you bring

• 15+ years of experience in sales of complex business software / IT solutions
• 5+ years of experience managing direct or indirect teams (people management experience)
• Strong understanding of business processes, enterprise applications, digital adoption, and industry business transformation
• Proven track record in business application software sales: big deals, value deals, customer long-term engagement strategy
• Experience in the lead role of a team-selling environment.
• Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative, and competitive market.
• Business level English: Fluent
• Local language: Fluent, Business Level
• Bachelor equivalent
• Master’s in business administration desired

Meet your team

SAP Business Transformation Management (BTM) is a new solution area created to support our customer transformation journeys by aligning the four elements of transformation: Processes, Applications, People, and Data. SAP BTM was built by acquiring the following companies: Signavio (Processes), LeanIX (Enterprise Application Management), and WalkMe (People, Digital Adoption).

SAP BTM toolchain powered by AI provides proper support to the most critical SAP initiatives, such as Suite First, by aligning processes, applications, and people with business strategies, goals, and priorities. SAP BTM supports the clean core strategy and fit-to-standard exercises to get the best from our Cloud Solution portfolio (Cloud ERP (RISE & GROW), Cloud LoBs) and maintain sustainable value realization.

The Senior Solution Sales Executive & Team Lead (SSE & TL) ‘s primary responsibilities include strategy execution, prospecting, qualifying, selling, coaching, and closing new business to existing and net new customers. The SSE & TL is a sales leader (acting sales manager) responsible for managing the local sales team and driving the execution within the MU. The SSE & TL is also responsible for aligning with the additional SAP BTM teams in India MU, such as Marketing, Partner, Customer Advisory, Customer Success Partner, and Services dedicated to India MU.

​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. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.

We win with inclusion

SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.
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. If you are interested in applying for employment with SAP and 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: Careers@sap.com
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

EOE AA M/F/Vet/Disability:

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Successful candidates might be required to undergo a background verification with an external vendor.

Requisition ID: 415455  | Work Area: Sales  | Expected Travel: 0 - 10%  | Career Status: Professional  | Employment Type: Regular Full Time   | Additional Locations: #LI-Hybrid.