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Role Overview
The role of Country leader provides leadership for the go to market, and customer retention and growth strategies for Cloud Success Services Portfolio. This leader has a strong emphasis on customer success and delivery excellence combined with a focus on managing the P&L for the Geo. While driving adoption and consumption along the entire customer lifecycle. The leaders work closely with both Account, Solution Area teams and key internal stakeholders to ensure a seamless and well-orchestrated approach to drive customer success, delivery safeguarding, revenue retention and growth of customer relationships in the region to drive the CCB growth. The role is part of the CSS SEA Leadership Team and, as such, substantial experience, c-level relationship building and proven ability to manage within a complex organizational model is essential to be succesful in the role.
The individual must be an advocate of sustained performance, operational excellence, and innovation, both by personal example, leadership style, and through the ongoing development of successful team members.
Primary drivers for the role include:
There are five focus areas for this role:
o Business Strategy & GTM Leadership: Demonstratable evidence of direct client interaction, direct executive relationship development, and commercial negotiation. Acts as the face of SAP to the customer with a commanding executive presence. Drives an innovation mindset in all areas of the business. Takes a future-focused approach to markets, talent, products and customers. Develops market segmentation models to maximize market unit performance against financial targets while meeting strategic goals to protect customer success at scale. Has mastered the art of the B2B conversation with all C-levels and delivers the customer message with fluency and the language of the CFO. Ability to develop industry-based market unit GTM model leveraging partners across top accounts across SEA, key accounts and mid-market segment. Executes territory planning, budget and quota model in conjunction with Sales and business Operations across the portfolio. Deliver against targets for key performance metrics including booking budget, Solution adoption (as measured by Deployed ACV) and contract renewal, revenue r and growth (current cloud backlog). Creates a long-term strategy to drive continued adoption and consumption of our software and identifies potential opportunities to expand the business.
o Organizational & Transformational Leadership: Strong focus and ownership on adoption and consumption on SAP offerings in alignment with sales and partners across the full life cycle from Sales to Delivery. Represent SAP in customer governance structures to enhance the relationship through Services delivery safeguarding, sustained adoption, thought leadership, and alignment to success criteria. Message the success story across the portfolio aligned with solution areas, capabilities, and differentiators creating a world-class client experience. Acts as a visionary leader who translates corporate vision and culture into a tangible roadmap for others to execute. Demonstrates negotiation skills in potentially complex and/or political environment. Is seen as a thought leader in the broader industry and field (outside of SAP). Significant experience leading transformational and organizational change and motivating large teams in a matrixed environment with complex cultures. Is viewed as purposeful leader with a passion for building a culture and uniting teams. Influences others and leads with personal impact creating a followership and an environment of trust.
Competencies and Skills
Managerial Experience
Functional Experience
We build breakthroughs together
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.
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: 385088 | Work Area: Education and Training | Expected Travel: 0 - 40% | Career Status: Management | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.
Job Segment: Cloud, Outside Sales, Supply Chain Manager, ERP, SAP, Technology, Sales, Operations
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