Job Detail

Requisition ID:271493
Work Area: Sales
Expected Travel: 0 - 50%
Career Status: Management
Employment Type: Regular Full Time

COMPANY DESCRIPTION

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.

Head of  Financial Services & Insurance Sales Switzerland (f/m/d)

ROLE DESCRIPTION

The primary purpose of the Sales Manager is to attain targeted revenue and profitability goals consistently. They will set the vision & strategy for the sales team. To accomplish these goals, the Sales Manager must develop specific territory plans to ensure growth in all revenue streams, formulate objectives, performance standards & priorities for the Sales team and ensure that selling models facilitate market penetration.

SPECIAL EXPERTISE

The Sales Manager shall have a central knowledge of the Financial Services Industry in Switzerland and understand SAP’s specific industry offering.

EXPECTATIONS AND TASKS

• Lead and manage a selected team to maximize solutions sales, customer and Partner satisfaction and territory management within a vertical (or geographic) market segment(s).


• Set vision and strategy for the sales team; develop specific territory plans to ensure growth in all revenue streams; leverage all deployed Routes to Market in the Target and Territory accounts structure.


• Formulate objectives, performance standards and priorities for the sales team.


• Leader, role model, and coach to Account Executives and Channel Managers/recruiters/enablers on territory planning, sales approaches and channel build/development.


• Build a network of executive relationships with key customers and partners that can be leveraged.


• Accountable for maintaining accurate, timely, and documented pipeline and forecast of opportunities for his set of territories and provide appropriate updates to SAP executive management.


• Build a team of high performing sales professionals via development, mentoring, and hiring.


• Facilitate individual growth and development of Sales personnel through significant and ongoing performance reviews, developmental coaching and mentoring.


• Ensure that customer life-cycle information is complete and up to date.


• Advise those in the marketing planning and execution role on planning marketing objectives and activities.


• Monitor the activities of those in the account and opportunity management role


• Manage resource mix according to deployed RTM


• Point of escalation for complex sales cycles


• Generate profitable SW and services revenue from designated industries

 WORK EXPERIENCE

• 10 years of minimum experience in running sales operations and managing salespeople.


• 5-10 years´ experience in a large, multi-national software/technology organization with an emphasis on sales as well as developing and executing business development plans and programs.


• Strong sales track record in the assigned industry space to the Large Enterprise segment.


• Extensive sales experience, a collaborative management style and disposition and capability to work in a networked organization with a strong culture of virtual working teams, and evidence of delivering results through building effective relationships across the region.


• Familiarity and in-depth knowledge of the software market of the assigned solution in the assigned market units (competition, customers, and partners),


• Proven track record in capturing market share and growing a profitable sales business in the given solution area.


• Extensive sales experience, a collaborative style, and the ability to work in a networked organization with virtual teams.


• Proven track record of capturing and growing customer and market share in a profitable manner.

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES

• MBA / Postgraduate degree will be advantageous


• Exceptional communication skills in German and English (written & spoken)  is a must. 


• Innovative Thinking     


• Strong capabilities in value-based and proactive selling


• Rigorous execution of sales processes (account planning, pipeline management)


• Motivation & Engagement


• Strong negotiator


• Ability and willingness to travel

Key Performance Indicators:

• SW Revenue, Net New Names, Customer & Partner Satisfaction, Profitability.

Key deliverables:

• Accounts segmentation (targeted vs. territory accts), Territory and Resource Deployment Strategy, Route to Market mix, Aggregated Pipeline and Forecast.

Customer Focus:

• Looks for trends that are likely to shape the wants and needs of customers in the future and develops scenarios and strategies that anticipate the future needs of customers.


• Customer-focused teamwork among sales operations resources.


• Partner network and relationships.


• Partner-centric behaviour and focus.

Developing Others:

• Continually motivates employees to work on improving their skills and competencies.

Managing Performance:

• Sets measurable and achievable performance expectations for direct reports and/or team members that align with functional and organizational objectives.


• Focuses own organization on the accomplishment of key objectives.

Judicious Leadership:

• Leads initiatives to change the structure, system, or talent mix of the organization to more effectively support the business strategy.


• Translates a vision for change into concrete specifics that enable others to get underway implementing it.

Continuous Learning:

• Facilitates team learning through analysis of team successes and failures and initiates appropriate follow-up action.

Teamwork:

• Creates commitment to and enthusiasm for the accomplishment of ambitious objectives across diverse teams.


• Masterfully integrates people and resources to achieve high levels of synergy.


• Ability to present complex information to customers and colleagues in a clear and appealing manner.

WHAT YOU GET FROM US

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.

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 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: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com).

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

Additional Locations: 

Job Segment: Financial, ERP, Business Development, Sales Operations, Sales, Finance, Technology