Head of Cx Sales

**We help the world run better**

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This position leads the SAP Australia / New Zealand Customer Experience business, which has a focus on revenue generating Customer Experience solutions: SAP Commerce Cloud, SAP Customer Data Platform, SAP Sales and Service and Emarsys Marketing. In 2019, we added the CX components from Qualtrics the global leader in XM (Experience Management) to the SAP CX business.

SAP Customer Experience is in a very unique position as its focus customers are the 1000’s of enterprise business already using SAP in the back office for finance, supply chain, HR and other services. The opportunity for SAP’s existing customers is to benefit from connecting their back office with their front office - connecting their finance and marketing with supply chain and commerce. Innovation today is faster and lower cost when data is connected.

Today SAP Customer Experience offers analyst recognised leadership positions in digital commerce, sales force automation, customer identity and access management and personalisation engines. SAP continues to expand its investment in Customer Experience with the launch in 2021 of the Customer Data Platform (CDP).

With SAP’s Customer Experience solutions, businesses can:

- Grow revenue by uniquely identifying every consumer and intelligently activating relevant data in real-time across CX and back-office operations
- Increase customer lifetime value with data-driven personalization in real-time via automated omnichannel journeys
- Drive consistently profitable commerce outcomes with agility, across any business model at scale
- Close more business, faster with actionable insights and optimize transactions with a deal prediction engine,
- Maximize customer brand loyalty and lifetime value with enhanced real-time resolutions from pro-active, automated, and agent-assisted interactions.

The Customer Experience market is growing 20% annually, and the addition of Experience Management increases the growth opportunity. SAP seeks someone who will take the APJ CX business to the next level, to achieve high double-digit (if not triple-digit) growth rates. The CX solution is equally attractive to existing SAP customers as well as those not currently using SAP - thereby providing two engines of growth.

Responsibilities are to:

- Work closely with the SAP CX and SAP Australia / New Zealand management team to develop, agree and execute on the CX go-to-market across the market unit.
- Recruit, develop, coach, enable, and motivate a group of high-achieving A-players
- 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 Franchise for Success sales methodologies and common processes are in place and defining clear territory engagement guidelines
- Monitor and take necessary measures to ensure demand generation and adequate pipelines of opportunities for sustainable growth across Australia / New Zealand.
- Utilize a disciplined approach for successful solution selling (CX Model Engagement Approach), 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
- Support the development of solid SAP CX references
- Lead and facilitate a governance model that will leverage cross-LoB efforts
- 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
- Inspire and influence internal stakeholders, experts and other resources not under direct control; and help remove obstacles to goal achievement
- Drive each direct or dotted-line team member to deliver on quarterly/annual sales targets
- Facilitate alignment and communication among sales team, internal/external partners and customers and promptly resolve any conflict to encourage productive interaction
- Facilitate individual growth and development of Sales team, setting objectives, standards and priorities, coaching and acting as role model on sales approaches & account leadership
- Manage remote resources, dedicating quality time and leveraging company’s resources
- Embrace Value University proposal and requirements, leveraging SAP’s available tools and supporting people training initiatives

**requirements**
- Ideal Experience_
- A minimum of 15 years of sales leadership experience across Australia / New Zealand
- Deep experience i