3 hours

Services Sales Engagement Manager, HCM SuccessFactors - West Region Job

Palo Alto, CA
  • Job Code
Services Sales Engagement Manager, HCM SuccessFactors - West Region Job

Services Sales Engagement Manager, HCM SuccessFactors - West Region Job

Date: Apr 27, 2018

City: Palo Alto, CA, US

Company: SAP

Requisition ID: 159827
Work Area: Sales
Expected Travel: 0 - 60%
Career Status: Professional
Employment Type: Regular Full Time


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.

Services Sales Engagement Manager – HCM Cloud


The primary goal of the HCM Cloud SSEM is to achieve and exceed an overall bookings quota for SAP’s HCM Cloud Professional Services which include Cloud for People (SuccessFactors / HCM).  The HCM Cloud SSEM is expected to develop a territory plan containing white space, pipeline targets, and actions plans to identify pipeline and convert pipeline into sales.   The HCM Cloud SSEM is expected to work closely with related Cloud Sales Organizations as well as Regional Sales and Service Sales colleagues for these activities.


The HCM Cloud SSEM must have a good command of the sales process and be able to progress an opportunity through each stage in the sales cycle for a successful close.  This requires the HCM Cloud SSEM to research a customer’s situation, conduct customer discovery and implementation scoping sessions, evaluate fit to SAP solutions and services, and communicate value to customers and prospects.  The HCM Cloud SSEM must utilize all of the resources available to generate demand, progress the lead through the customer decision process, and close the deal.  This requires skills in understanding customer political map and decision process and ability to identify and utilize champions to progress the deal forward. 


This position will have responsibility for defining implementation services across the entire HCM portfolio of solutions including Talent (Learning, Performance, Career and Development, Recruiting, Succession Planning, Compensation), Core HR (HRIS, Payroll, Benefits), and Workforce Planning & Analytics.  The primary goal of this role is to ensure the customer’s vision for deployment is successfully transitioned from pre-sales through implementation and go-live.


Additionally, the HCM Cloud SSEM must be a self starter, highly motivated to research a customer’s situation and industry in order to prepare for meetings, continuously review and update territory and opportunity plans, and have the leadership to leverage the SAP assets available. 


Responsibilities include: 

  • Developing a territory plan 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 license 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.
  • 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.


Qualifications for the HCM Cloud SSEM role:     

  • Minimum 3-5 year track record of sales success in business to business selling
  • Minimum of 5 years of successful services delivery, consulting, or implementation experience
  • Knowledge of HCM, HR, and Talent Management domain and prior use of related software products
  • Professional presence to prepare and conduct a discovery session with customer
  • Able to develop and maintain a territory plan to build pipeline
  • Proven experience with identifying opportunities managing them through sales process to close
  • Lead and influence internal teams to drive pipeline and close deals
  • Able to research and understand customer business pains and tie to SAP Cloud Services portfolio and associated value propositions
  • Able to apply the principles of value based selling throughout a sales cycle
  • Fast learner of SAP portfolio and value propositions
  • Excellent interpersonal and communication skills
  • A passion for selling and winning
  • Motivated self-starter who learns and can adapt quickly
  • Exceptional problem solving, communication and analytical skills
  • Able to adapt and function effectively in a fast-paced, changing environment
  • Well rounded understanding of broad range of businesses and industries
  • B.A./B.S. required, M.A./M.B.A preferred


Key Competencies for Successful Candidates:

  • Deep sense of accountability and ownership
  • Ability to engage executives (internal and external)
  • Ability to adjust messaging by audience (Executive, HR, IT)
  • Ability to drive cross functional communications and planning
  • Rapport building and conflict management skills
  • Capacity for creative/innovative thinking and analysis
  • Ability to be extremely proactive and responsive
  • Forward thinking
  • Solution-oriented
  • Ability to build customer relationships and trust



We recognize SAP is a fast paced, innovative environment and 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 our new HCM Cloud SSEM’s to SAP’s sales methodology, messaging, products, solutions and services portfolio. Additionally, this on boarding program will provide the HCM Cloud SSEM with a community and network of professionals they can leverage for their success. This program is designed for highly qualified and motivated sales individuals skilled in areas relevant to SAP’s strategy. The program includes completing an intense Services Sales curriculum within the first 90 days of employment.  This program, a mixture of classroom and self-study, will enable and confirm sales skill readiness and will include:


  • 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%


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


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Services Sales Engagement Manager, HCM SuccessFactors - West Region Job

Palo Alto, CA

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Palo Alto, CA

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