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RVP - Sales - West - HG

Company: SAP
Location: Palo Alto
Posted on: November 18, 2021

Job Description:

What we offer Our company culture is focused on helping our employees enable innovation by building breakthroughs together. 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. Apply now! Key Areas of Responsibilites and Tasks Responsible for cultivating a culture and methodology in support of SAP's growth strategy that optimally pursues, on boards and embeds net new logos into our customer ecosystem across both value and volume segments. Drive Dormant and Net New pipeline, revenue and close rates across regions and in conjunction with regional sales, channels, inside sales, solutions sales and marketing, and recruit and develop talent. Methodology * Articulate a clear direction for SAP's dormant and net new strategy. * Develop a methodology for approaching the net new market - inclusive of the VAT and ecosystem toward developing and executing net new cycles. Methodology specially addresses approach for: * Marketing * Demand Gen * Channel strategy * Direct Sales * Inside Sales * Value Engineering / Benchmarking * Partners / 3rd Parties * Challenge paradigms of our current software sales approach working across Sales, Support and Services to develop a holistic approach to the net new market and to develop coordinated net new attack plans/campaigns in targeted segments. * Engaged global resources as needed * For each route to market, work with the team to develop repeatable, packaged sales plays; drive adoption of sales plays through sales management, enablement and reporting against kpis. Track toward a goal of increasing win rates and close rates for net new in each sales segment. * Expand SAP net new revenue growth via acquisitions: applying a programmatic approach to the analysis of their customer base and CxO network to maximize potential net new leads / conversions. * Build post-sale activities into methodology to ensure a customer for life and recurring revenue customer. Forecasting * Develop horizontal forecast reporting for net new deals, gathering data on effectiveness of sales plays, routes to market, close rates. Ensure disciplined forecasting approach, resulting in consistent and accurately forecasted financial results. Sales Culture * Create an environment that celebrates and gives visibility to net new sales cycles and wins. * Heavily market net new logo wins internally - underlining net new logos' key role in SAP's sustainability. * Make the DNN team a desired destination for recruiting and developing top talent. Programs * Build an internal brand around the Dormant and Net New practice and methodology. * Work across LOBs to provide a best practice 'onboarding' of a new logo - to ensure immediate customer success. * Work across LOBs to build an optimized engagement strategy to ensure short/medium term success with balanced participation and contribution every quarter. * Define roadmap and lifecycle of incoming net new companies * Capture best practices and revise overall methodology as the Net New practice matures. * Build a network of C-level relationships in key net new customers of diverse size- leverage relationship to understand the experience from the customer standpoint and hone our sales approach, onboarding and customer success roadmap moving forward. Experience and Language Requirements * 20+ years of experience in sales of complex business software / IT solutions * Demonstrated success with complex, long-cycle sales campaigns in a fast-paced, consultative and competitive market. * Experience in a Channel sales environment preferred. * Expert ability to influence without organizational ownership * Demonstrated knowledge on consultative selling methodologies * Proven abilities on navigating highly complex organizations * Demonstrated ability to communicate a vision across lines of business. * Business level English: Fluent * Local language: Fluent, Business Level Location is West MU We are SAP SAP innovations help more than 400,000 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 200 million users and more than 100,000 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, we build breakthroughs, together. Our inclusion promise 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: Americas: or, APJ:, EMEA: 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:307438 - Work Area: Sales - Expected Travel: 0 - 10% - Career Status: Executive - Employment Type: Regular Full Time - Additional Locations: Virtual - USA The key to SAP's success? Our people. We grow. We lead. We innovate - together! We believe that the difference between success and failure is a great team. As colleagues, we support, challenge, and inspire one another every day. We're results-driven and ready to go the extra mile for our customers. We all work from different places dealing with different challenges and opportunities. But our goal is mutual. We build breakthroughs, together. Driven by innovation? It's in our DNA. At SAP, innovation is more than just developing top-notch software - it's creating technologies that open up new possibilities. As a cloud company we are future-proofing our customers' business and building systems that provide a foundation for growth and innovation. We know this doesn't happen by accident, so we provide a working environment that promotes free thinking, bold ideas, and collaboration. Of course, having the resources and expertise of a major global organization helps too. Got ambitious goals? Achieve them - at SAP. Stay relevant, agile, successful. SAP's robust portfolio of learning and development offerings helps you unlock your potential, stay ahead of technology and accelerates your career. At SAP, we want to make sure our employees are happy, healthy, fulfilled, challenged - and working towards their individual career goals. There's more to it than coding. Learn, innovate, and get rewarded. Be your best in a flexible and collaborative environment. The boldness it took to start our company is exactly what we need to keep growing it. That's why we introduced the Hasso Plattner Founders' Award - the highest employee recognition at SAP. It's awarded annually by the CEO to an individual or team whose extraordinary achievement best delivers on SAP's vision and strategy. Driven by innovation. SAP has continuously evolved to become a market leader in end-to-end enterprise application software, database, analytics, intelligent technologies, and experience management. Our customers are solving the world's hardest problems. As a cloud company we are future-proofing our customers' business and building systems that provide a foundation for growth and innovation. Our vision of the future of enterprise IT is simple - software must be hyper-personalized, modular in nature, and support outcome-based business models. Not all heroes wear capes. The key to SAP's success? Our people. They are innovators, leaders, and all around great human beings. They come from many different countries, speak many different languages - and bring their own unique experiences to the table. * * * Previous Next RVP - Sales - West - HG share Facility: 307438 Posted Date: Nov 2, 2021 Work Area: Sales Career Status: Executive Employment Type: Regular Full Time Expected Travel: 0 - 10% Location: Palo Alto, CA, US, 94304 -- Send me alerts every days Create Alert -- Send me alerts every days Nearest Major Market: San Jose Nearest Secondary Market: Palo Alto Job Segment: Engineer, ERP, Software Sales, Database, Sales, Engineering, Technology

Keywords: SAP, Palo Alto , RVP - Sales - West - HG, Sales , Palo Alto, California

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