APAC Sales Head of Premium Engagement Services

APAC Sales Head of Premium Engagement Services

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. 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.

Position Brief

The position of APAC Sales Head of Premium Engagements (PE) services provides leadership, drives the execution of growth plans, and ensures GTM across APAC for Premium Engagement Services (PE). The PE Sales Head is a part of the APAC Services management team and works closely with the Market Unit Leadership, PE teams, and the Global PE organization.

This role will have dual responsibility for Demand Generation, Business Development, Bookings, Bookings Margin, and Customer Satisfaction metrics for the PE business in APAC. This role will also be responsible for the Pre-Sales of all Premium Engagements across APAC and will drive syndication of best practice programs, tools, methods, and processes to accelerate profitable performance and market penetration of PE Services.

The role includes management of a professional business development / pre-sales support team for Services Sales for references, solution support, and positioning of Premium Engagements to new customers. Included in Sales related responsibilities is the overall leadership & vision within the Services Sales and Go-To-Market initiatives relating to Premium Engagement services. It also provides the direction and momentum for APAC PE sales & Go-To-Market strategy – working closely with Services stakeholders regionally and globally, to ensure a seamless, coordinated and well-orchestrated approach to PE sales execution across APAC. A programmatic management approach will be required to cover the portfolio and ensure at-risk engagements are managed.

Responsibilities

• Drives Premium Engagement excellence across APAC covering :
• Governance, supporting MU PE Leads and SSA’s to establish appropriate governance structure in the customer engagement.
• Pre-Sales Renewals of Premium Engagements, driving a high retention rate.
• Knowledge management for Premium Engagements across region by utilizing collaboration tools and community structures to capture references and case studies.
• Roll-in and out of GTM processes, methodologies and policies with regards to Premium Engagements.
• Drive the APAC Services PE financial & strategic goals in close collaboration with Head of Services Sales MU & regional leaders.
• Organize & lead relevant level of governance aligned with our Premium Engagement methodologies including but not limited to areas such as stakeholder management, engagement value management, service planning, strategic goal development, customer satisfaction reporting, etc.
• Ensure new deals and revenue programs can be commercialized and are executable in APAC.
• Business growth through driving pre-sales support with high caliber SME’s to support Services Sales teams.
• Enable, support, and drive the generation of customer References.
• Provides analytical information required to drive growth in Premium Engagement revenue across APAC.
• Measure key KPI for health of Premium Engagement portfolio.
• Participates with APAC management teams in regular business management and planning activities.
• Coordinate with the global PE team on other operational topics such as communications, budget, resource planning and tools, 3rd party partnership negotiations, and defining contractual obligations.
• Strong understanding of Premium Engagements fundamentals.
• Experience with presenting Premium Engagement concepts to senior customer stakeholders.
• Experience with managing internal stakeholders and managing through virtual teams.
• Minimum of 10 years’ experience working in the IT industry.
• Strong business acumen and ability to work with Regional and Global leaders.
• Capable of working independently and driving the key PE objectives for APAC by influence.
• Experience in running an SAP engagement and meeting customer needs.
• Excellent networking and relationship skills - able to achieve trusted advisor status with customers and form strong working relationships within SAP.
• Strategic thinker / planner.
• Working Knowledge of SAP operations and SAP systems.
• Change agent (embraces and is able to execute change).
• Team Player.
• Cross-cultural leadership.

Core Competencies

Complementary Competencies

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 are ethical and compliant

Our leadership credo : Do what’s right. Make SAP better for generations to come. We believe that great leadership extends far beyond the mere pursuit of business goals. We value and foster leadership that is driven with purpose and integrity. Our leaders are role models who uphold SAP’s values and shape SAP’s culture of integrity, by demonstrating and championing ethical and compliant behavior towards all stakeholders.

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.

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 : 419258 | Work Area : Solution and Product Management | Expected Travel : 0 - 50% | Career Status : Professional | Employment Type : Regular Full Time | Additional Locations : Virtual - Asia-Pacific #LI-Hybrid.

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