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This position oversees and manages the success of the SuccessFactors Human Capital Management (HCM) Sales team in Singapore, Malaysia and Philippines.
Today SAP HCM offers customers the number 1 solution for end-to-end Human Capital Management capability. SAP will continue to expand its investment in HCM with several key innovations that unlock business value for our customers.
With SAP's HCM Solutions, Businesses Can
- Bring all facets of Human Capital Management, and social engagement in an integrated SaaS cloud based system.
- Use analytics and predictive insight to improve interactions across the enterprise
- Run your business anywhere, anytime on any device with a mobile-first approach
- Get up and running quickly and cost-effectively with subscription-based cloud HCM solutions
SAP is looking to recruit an outstanding candidate to fill the position of First Line Sales Manager (FLSM), reporting to the Southeast Asia (SEA) Leader of SuccessFactors HCM.
SAP seeks someone who will take the SEA HCM business and sales team to the next level, to achieve high double-digit (if not triple-digit) growth rates. The HCM solution is equally attractive to existing SAP customers as well as those not currently using SAP thereby providing two engines of growth.
The ideal candidate will bring both the software expertise (Human Resources Information Systems) and excellent software sales leadership (disciplined process, value proposition, regular cadence). S/he will ideally have experience with both land / expand sales motions as well as strategic large complex deals. S/he will be able to work well with various sales groups within the entire SAP organization across SEA and APJ; and be able to leverage the entire SAP salesforce to drive sales of HCM solutions.
Responsibilities Are To
- Lead and direct each team member to deliver on quarterly/annual direct and indirect sales targets :
- Participates in recruiting, Performance Management, 1 to 1 training, and coaching of the Solution Sales Executives. Drives the general professional development and career development of the agents within the team
- Manages the sales pipeline in a proactive manner to ensure attainment of the individual and group contributions to the established goals
- Assesses the overall performance of the team with respect to the goals/KPIs and its own revenue target
- Works with marketing and field sales management to understand and implement initiatives with Solution Sales requirements
- Drives and co-work with field management team to develop pipeline, revenue, and demand management
- Understand the need for product innovation from the market and work with the product team to deliver innovation strategy
- Demonstrate outstanding sales execution ensuring SAP's Sales Franchise methodologies and common processes are in place and defining clear territory engagement guidelines
- Utilize a disciplined approach for successful solution selling, establishing and maintaining accurate, timely and documented sales revenue forecasting procedures, providing required updates to SAP executive management
- Build a network of relationships across industry, community and business groups, and with key partners and customers while staying on top of business issues in order to provide meaningful strategic advice to help customers through integrated solutions
- Stay current and informed on all new campaigns, understanding their objectives and relevance, communicating to the Sales teams and ensuring all involved know the roles to play in making campaigns successful
- Involve internal Virtual Account Teams as well as development and support organizations during the early stages of sales cycles in order to help achieve expected results
Requirement
Ideal Experience
- A minimum of 5 years of software sales leadership experience
- Deep experience in SaaS with a focus on business outcome delivery
- Achieved rapid top-line growth in cloud products
- Experience in large, complex software saes and deal structuring
- Ability to guide the HCM team to collaborate with the Industry AE team and other LOBs
- Built and upgraded sales organization and capabilities as revenues ramped up
- Led a highly-disciplined sales process with proper pipelines and accurate forecasts
- Managed business development, sales operations, presales, services, and support
Key Competencies
- Sales leadership: Must be an accomplished senior sales leader with sound reputation, gravitas and a successful track record in software sales across a complex region
- Customizing strategies to build capabilities and achieve revenue growth, with equal focus on selling directly to end-customers and selling internally
- Putting in place disciplined and best-practice sales management processes
- Visionary and trusted advisor in customer experience
- Thought leader in the field of Human Captial Management
- Engaging clients CXOs, articulating value proposition of HCM solutions and thereby winning their trust and subsequent business
- Building and growing HCM solutions
- Leadership across SEA, and being the driving force for innovation
- Taking a portfolio approach to achieve targets, reduce dependency and develop talent
- Tailoring influence and stakeholder management to leverage partner resources in different markets across the region to amplify limited core capabilities and to navigate around issues with organizational agility and imaginative solutions
Personal Traits
- Enterprising and high-energy, yet focused, disciplined and process-driven
- Reliable, resolute, resourceful and results-oriented; a hands-on entrepreneur
- Able to get along well with colleagues while putting his/her point across effectively
- Achievement-oriented with a healthy ambition
- Seen as an authentic leader with impactful leadership and influence
- Competitive with strong will to win; able to mentor, coach and inspire others to action
- Collaborative mindset
- Positive, can-do attitude
Bring out your best
SAP innovations help more than four hundred thousand 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 two hundred million users and more than one hundred thousand 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, you can bring out your best.
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 world.
SAP is committed to the values of Equal Employment Opportunity and provides 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: [Confidential Information].
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.
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements.
Successful candidates might be required to undergo a background verification with an external vendor.
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Please note that any violation of these guidelines may result in disqualification from the hiring process.
Requisition ID: 450109 | Work Area: Sales | Expected Travel: 0 - 50% | Career Status: Management | Employment Type: Regular Full Time | Additional Locations:
