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Program Lead - Business Strategy & Execution - SAP Leonardo & Analytics (North America or Walld Job

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Program Lead - Business Strategy & Execution - SAP Leonardo & Analytics (North America or Walld Job

Program Lead - Business Strategy & Execution - SAP Leonardo & Analytics (North America or Walld Job

Date: Jul 23, 2018

City: New York, NY, US, 10001

Company: SAP

Requisition ID: 189416
Work Area: Sales Support
Expected Travel: 0 - 30%
Career Status: Professional
Employment Type: Regular Full Time



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.




The Business Strategy & Execution team is responsible for driving continuous productivity improvements to achieve revenue and profitability targets by optimizing coverage models and execution across all Routes to Market for SAP Leonardo and Analytics.  This includes aligning business processes, implementing best practices and leveraging shared services, methodologies and tools to maximize revenue and productivity across the L&A Sales Bag in all regions and market units globally.  The Program Lead is directly aligned and accountable to helping achieve top line revenue, market share growth and profitability targets – and to enable accelerated revenue growth in targeted markets identified as fast growth.  The Program Lead should be based in one of the following cities: New York, Newtown Square, Vancouver, Palo Alto, San Ramon, San Diego, or Walldorf.


Additionally, the team provides overall leadership and direction across the virtual organization supporting the L&A Line of Business, including Presales, Services, E&C, OEM, IBUs, etc., executing within effective and agreed upon governance models, and contributing to continuous innovation and cost-effective service delivery models.

Primary performance goals include:

  • Drive top line and bottom line growth
  • Drive impact and measurement against Global revenue targets
  • Drive collaboration and synergies across extended VAT, including Global and Regional Presales, E&C, Digital Sales, Field Services, Customer Success, Channels and Solutions/GTM
  • Adopt and drive automation for efficiency, including contributing to the implementation of Franchise4Success at scale across the organization
  • Eliminate functional duplication
  • Adapt to evolving business models
  • Scale for growth  
  • Adopt and syndicate best practices/standards
  • Actively lead and contribute to a collaborative and inclusive culture that drives continuous innovation
  • Serve as proxy for Global Head, Business Strategy & Execution, SAP Leonardo and Analytics




Enable the Region to exceed annual performance targets

  • Align regional and global shared services resources to achieve profit targets
  • Accountable for Global direct revenue, TBD by region
  • Serve as proxy for Global Head, Business Strategy & Execution, SAP Leonardo and Analytics
  • Exceed Annual SW, SSRS and Cloud Rev Targets across all customer segments and routes to market
  • Exceed Annual Operating Income (Profit) Target
  • Exceed Annual Customer Sat Target


Drive Demand Generation and Revenue Attainment

  • Actively contribute to the implementation of Franchise4Success on a global basis to build and maintain a qualified pipeline of regional sales opportunities – and maximize the conversion of pipeline to profitable revenue.
  • In partnership with Marketing and the Global/Regional COEs, oversee cost effective pipeline generation for the entire L&A Sales Bag, including creation and ownership of industry-focused use cases, sales kits, self-service iPad demos, whiteboards, reference stories and mobile assets to support the end-to-end L&A sales process.
  • Drive the measurement and execution of targeted industry and solutions business plans to grow pipeline and achieve revenue goals. 
  • Drive alignment between global and regional portfolio business plans.


Drive the Value Centric Solutions Sales approach by:

  • Providing cost effective tools and scalable resources to help drive deal roadmaps, business planning, solutions value blueprint and benchmarking/value content and assets for all customers.  
  • Drive the enablement and integration of new solutions and methodologies quickly through the extended organization.  
  • Enable the SAP Regional and Global sales teams to leverage the right resources and assets at the right time to drive profitable revenue and market share growth, including priority focus on net new customer acquisition and Channel growth/expansion.
  • Ensure effective consultation on key areas which impact the region, such as M&A strategy, which affects regional, global and localization issues, and the development of regional game plans.


Drive Operational Excellence across the E2E organization

  • Implement Shared Services delivery model to:
  • Scale Shared Services in a cost-efficient way
  • Understand the requirements for how new markets should efficiently leverage Shared Services resources and devise solutions for those requirements
  • Dispel the “infinite capacity” mentality by partnering with sales to drive appropriate engagement methodologies, governance models, and resource optimization strategies across all Routes to Market
  • Foster open communication and coordinate across Shared Services teams to clarify responsibilities, optimize resources and minimize duplication of effort
  • Build sustainable and efficient infrastructure tools & processes to avoid redundancy
  • Demonstrate innovation to reduce the level of manual activity, including the exploration and adoption of more efficient approaches via automation/low cost alternatives, etc.
  • Establish regional shared services and performance metrics
  • Adopt and syndicate best practices/standards
  • Enable the Sales teams to build a sustainable revenue stream by supporting both quarterly and annual revenue goals and appropriate pipeline build processes.
  • Demand accuracy in CRM and support preparation for QBRs and Operations reviews.


Serve as a Role Model for Leadership Excellence

  • Embody SAP’s management excellence leadership competencies and values by way of:
  • Manage Performance:  Provide performance feedback throughout the year within the Business Strategy and Execution team as well as to the broader virtual organization.  Recognize effort, reward results.    
    Provide timely and relevant communications.  Constructively remove barriers to progress and productivity.
  • Build Your Team: Help hire talent aligned within annual budget.  Identify and develop a successor.  Align people and organizations.  Influence the creation of teams and coalitions that understand and can help achieve the vision.
  • Develop and Retain Talent: Help promote a motivated and engaged team through leadership and shared responsibility for execution.  Retain top talent, providing professional growth opportunities and visibility.  Develop goals for improving employee satisfaction as measured by periodic employee surveys. 




15+ years industry experience preferred, + 10 years leadership and enterprise software sales, 3-5 years leading diverse operations functional organizations

  • P&L experience
  • Successful track record of building, leading and retaining diverse, multi-functional, high performing teams
  • Record of building strong customer relationships
  • Executive Sponsorship on targeted sales opportunities (preferred)
  • Business strategy planning and knowledge management


Bachelors Degree Required; Masters Degree or MBA preferred

Early Talent candidates with strong skills in these areas who have had 5 years relevant experience in these areas will also be considered.

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.

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

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.

Successful candidates might be required to undergo a background verification with an external vendor.
Additional Locations: Virtual - USA


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