Public Services Sales Leader

**We help the world run better**

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. 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.

**ROLE**DESCRIPTION**:
Responsible for building and leading a world-class team that will sell SAP's solutions via value-based market penetration strategies.

CAPABILITIES REQUIRED

**LEADERSHIP AND STRATEGY**
- Ability to consistently think and act strategically in a tactical environment.
- Demonstrated commitment to seeking external perspectives from relevant sources and your broad network to build & inform your strategy
- Has strategy at the core of their leadership style and approach
- Takes accountability, is decisive and is comfortable with leading from the front, in a consultative manner

**CUSTOMER ENGAGEMENT**
- Strong credibility in terms of understanding of the Industry and business knowledge content
- Demonstrated ability to connect well (C suite, Steer Cos, Partners)
- Deep understanding of how to build and drive strategic value for customers
- Ability to represent SAP as speaker/host at appropriate events
- Demonstrated understanding of relevant government policies associated with contract and procurement management noting this role carries defined responsibilities for the management of the SAP Whole of (Commonwealth) Government Agreement”.

**SALES**FRANCHISE PRACTICE**
- Disciplined and pragmatic approach to achieving operational excellence (Close plan, Deal reviews, Harmony updates, etc)
- Ability to delegate roles and responsibilities across the team to execute and create a sustainable, scalable go-to-market
- Strong commercial capability with an understanding of how to build business cases

**COACH**ING** SALES**TEAM MEMBERS**
- Demonstrated experience in assisting Sales team members to explore new prospects, build strategies for their territory and support their development,
- Experience in succession planning and creating advancement opportunities

**COLLABORATION AND**NETWORK**
- Comes to SAP with a well-developed and relevant network of contacts in the customer and partner ecosystem
- Demonstrated experience in building collaborative networks within and across large and complex global organisations

**PRIORITISATION AND TIME**MANAGEMENT**
- Strong time management skills with a consistent approach to prioritization in line with their strategy

**EXPECTATIONS AND**TASKS**

Recruits a team of high-calibre sales talent, introduces strong sales processes, supports the development of a full pipeline of sales prospects, engages customers and Partners at the executive level, motivates the sales team, resolves conflicts, removes barriers and provides recognition in the pursuit and achievement of sales revenue and profitability
- Defines a vision and creates a winning strategy that draws upon the strengths of SAP and responds to specific market needs, generating competitive advantage on existing markets and developing consistent new revenue streams that will guarantee short and long-term achievements
- Develops and applies an in-depth understanding of SAP's processes/ procedures and sales tools/systems as well as enterprise market, including industry, marketplace, strategies and trends, competitors and competitive tactics to develop an effective long-term sales strategy and plan
- Demonstrates outstanding execution track along the sales cycle, ensuring SAP's sales methodologies and common processes are in place and defining clear territory engagement guidelines
- Monitors and takes necessary measures to ensure an adequate pipeline of opportunities and demand generations for sustainable growth
- Utilizes a disciplined approach for successful solution selling (value Centric Sales Approach), establishing and maintaining accurate, timely and documented sales revenue forecasting procedures, providing required updates to SAP executive management
- Ensures there is a proper business case with a clear and attractive ROI impact, on each proposal SAP presents
- Builds a network of executive relationships across industry, community and business groups, and with key partners and customers to stay current on issues impacting business and sales, providing meaningful strategic advice to retain and grow their business through integrated solutions
- Stays current and informed on all new campaigns, understanding their objectives and relevance, communicating to the Sales team and ensuring all involved know the roles they play in making campaigns successful
- Supports the development of solid references
- Drives team towards expected mark