13 days old
2017-12-042018-01-03

Head of HCM Services Sales - Midwest Region Job

SAP
Chicago, IL
  • Job Code
    163859
Head of HCM Services Sales - Midwest Region Job Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com). Requests for reasonable accommodation will be considered on a case-by-case basis. EOE AA M/F/Vet/Disability: Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, gender, sexual orientation, gender identity, protected veteran status or disability. Additional Locations: Virtual - USA" />

Head of HCM Services Sales - Midwest Region Job

Date: Nov 30, 2017

Location: Chicago, IL, US

Company: SAP

Requisition ID: 163859
Work Area: Sales
Expected Travel: 0 - 50%
Career Status: Professional
Employment Type: Regular Full Time

COMPANY DESCRIPTION

As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.

 

 

 

Head of HCM Services Sales

As a Cloud Sales Leader (HCM Focus) your charge will be to provide leadership and direction to a team of SSEMs (Services Sales Engagement Managers) to achieve and exceed an overall bookings quotas for SAP Cloud Professional Services for SAP’s Cloud HR LOB applications, which includes Cloud for People (SuccessFactors / HCM).  You will develop a territory plan containing white space, pipeline targets and action plans to convert pipeline into sales each quarter.   You will work closely with Leaders in related software and services teams within the territory to drive our Cloud HR solutions.

 

While driving the day-to-day operations of the Sales team you will maintain focus on the company's strategic goals and financial objectives.  To succeed, you must have a good command of the sales process and the ability coach and mentor your team as they progress opportunities through each stage in the sales cycle to a successful close.  In doing so, you and your team will research customers’ environments, conduct customer discovery and implementation-scoping and planning sessions, evaluate fit to SAP Cloud HR solutions and communicate SAP’s value to customers and prospects.  In addition you will lead your team’s efforts on positioning SAP’s HCM offerings in the marketplace.

 

Responsibilities include: 

  • Develop the strategy and tactics to meet the business unit’s Services bookings, revenue, and operating profit goals
  • Establish performance goals for all SSEMs; monitoring performance and providing continual feedback to support optimum performance
  • Develop territory and account plans, leveraging all assets available (e.g. lines of service, marketing, delivery) to drive pipeline and close opportunities.
  • Insure pipeline has ample coverage of territory and the breadth of SAP Services’ entire portfolio of products and services.
  • Develop and maintain relationships with new and existing customers in order to assist customer achieve strategy by leveraging SAP Services.
  • Understand the customer decision process and develop relationships with key decision makers, nurture champions and coaches, and progress a deal through sales cycle.
  • Update, maintain, and accurately report out regular updates to sales forecast and territory plan.
  • Build strong internal relationships with software sales, alliances, services delivery, product management, and other groups.
  • Facilitate customer discovery and implementation scoping sessions to define requirements for input into implementation plans, estimates, resource models, and pricing models.
  • Create formal services proposals, RFP responses, Statement of Work (SOW), and services contracts.
  • Manage and drive internal SAP sales processes providing support to your SSEM team including deal reviews, approvals, and order bookings.
  • Coordinate with other internal resources, experts, and teams in formulating overall customer solutions and services for driving customer success.
  • Create and deliver customer presentations on implementation methodology, approach, best practices, risk mitigation strategies, and deployment recommendations.
  • Manage the sales to services transition post sale. You must be a self-starter who is highly motivated to research a customers’ situation and industry trends in order to prepare for meetings, and continuously review and update territory and opportunity plans.
  • Finally, you must bring a level of leadership to leverage the available SAP assets.

 

Qualifications for this role:    

  • A minimum of 10 years’ progressive Services and/or Sales leadership; 3 of which ideally have been in a leadership role
  • Professional presence, experience selling to the “C” suite and the ability to prepare and conduct discovery sessions with customers
  • Experience within a Solution-Driven, Customer-Focused ecosystem
  • Bachelor's Degree in Business, Science, or related field; advanced degree a plus
  • Experience managing P&L and leading teams with a combined quota of $20m+
  • Direct experience with HCM cloud solutions (SuccessFactors HCM is ideal) is preferred
  • Prior successful services delivery, consulting, or implementation experience
  • Superb customer relationship management skills
  • The ability to lead and influence internal teams to drive pipeline and close deals
  • The ability to research and understand customer business pains and tie to SAP Cloud Services portfolio and associated value propositions

  

SERVICES SALES PROFESSIONAL ON BOARDING PROGRAM

Recognizing that SAP is a fast-paced and innovative environment, we have crafted a formal on boarding program:  this innovative program is part of SAP‘s Services Sales organization and was established to rapidly introduce you to the SAP’s sales methodology, messaging, products, solutions and services portfolio. Additionally, this program will provide you with a community and network of professionals you will be able to leverage for your success.  This program has been designed for highly qualified and motivated sales individuals who are skilled in areas relevant to SAP’s strategy. As a participant in this program, you will complete an intense Services Sales curriculum within your first 90 days; and you will benefit from a mixture of classroom, self-study and shadowing activities designed to enable and confirm your sales skill readiness, and will cover:

 

  • Business to business selling
  • Territory planning and pipeline building
  • Discovery call planning and Implementation Scoping facilitation
  • Lead generation and qualification
  • Introduction to SAP Products, Solutions and Services Portfolio
  • SAP resources to assist in demand generation and close process
  • Value based selling techniques
  • SAP organization structure and go to market strategy
  • SAP deal execution processes and tools
  • SAP compensation plans and how to maximize your contribution

 

Travel Requirements: ability to travel up to 40-60%

 

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 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 (Americas: or , APJ: , EMEA: ). Requests for reasonable accommodation will be considered on a case-by-case basis.

EOE AA M/F/Vet/Disability:

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, gender, sexual orientation, gender identity, protected veteran status or disability.

Additional Locations: Virtual - USA

Categories

  • Marketing
  • Advertising
  • Financial Services
  • Sales / Business Development

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Head of HCM Services Sales - Midwest Region Job

SAP
Chicago, IL

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Chicago, IL

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