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Market Unit Head of Services Sales - Korea


The Korea Head of Services Sales will be responsible for effectively defining and building the growth services business, to next level by building a business development strategy and a focus on sales execution, with an emphasis on sustainable growth of bookings, revenue, and margin through the generation of scalable, repeatable and structured account relationships.


Services Sales, as a team of SAE, SCSE and SSA, provides the bridge between the sale of cloud solutions to a customer and that to solution adoption from first use to future use leading to business outcome which is delivered either through the SAP Services, ecosystem partners, or a combination of the two.


The successful candidate will be expected to grow, mentor and lead a world-class services sales organization and contribute to the overall leadership and strategy of SAP.


The priorities for the role include:

• Lead and manage all Services Sales activities for the market unit, defining the appropriate go-to-market strategy aligned with the overall SAP strategy. This will include establishing an effective Services sales team, execution strategy, sales organization and partner ecosystem and adopting standard processes, around a “hybrid model” that includes standard products, custom software development, as well as on premise and cloud implementation services.

• Provide thought leadership to leverage SAP breakthrough innovations and make them relevant for the industry, and thereby enabling the Intelligent Enterprise for our customers.

• Engage with various stakeholders internally and externally to increase SAP relevance this includes preparing demand generation planning & activities to be delivered across the market unit and ensure a 3.5X pipeline coverage for the market unit quarterly, line of business and annual booking targets.

• Effective planning and accurate forecasting of sales results with a consistent record of achieving/exceeding plans.

• Drive a strong trusted partnership between all areas of the organisation, including Account teams’, delivery team members, operations, finance and support.
• Provide strong leadership in the recruitment, training and development of top-quality talent to ensure highest levels of performance and productivity.
• Should possess good understanding of the Korea market and key services portfolio elements including Premium Engagement, Cloudified Services, RISE & GROW transformation engagements, Training & Adoption Business.
• Serve as the key point of contact with customers, thereby developing and maintaining strong relationships with strategic partners, key customers and members of the sales team.
• Establishing long term relationships with ecosystem partner organisations.

CANDIDATE PROFILE


Experience


The ideal candidate will have 10-12 or more years of sales experience selling and/or delivering complex enterprise software, services and IT solutions to leading institutions. Particularly, the candidate will have demonstrated success in consultative selling to customers and supported this approach within a matrixed environment. In addition, he/she will have direct experience building an effective sales process, organization and execution model covering standard product, custom software development and services, as well as experience building and managing a sales strategy inclusive of strategic partners. This individual must have the ability to build deep relationships and creatively identify and drive opportunities to deliver value and business solutions, including the ability to gain credibility and build relationships quickly with key customer and industry contacts.


This individual should have a strong sales & business development track record and must possess true executive level leadership capabilities with a proven grasp of overall business segment success and ability to work with the appropriate development and delivery resources. Personally, the successful candidate will exude confidence, inspire teamwork and collaboration, and be seen as a good coach, mentor and advocate.


Competencies


The candidate is expected to be fluent in English with outstanding presentation skills and will have demonstrated the following competencies:


Results Orientation: The ideal candidate will identify and meet ambitious performance benchmarks, driving for results with a positive impact on SAP’s image and position in the software market on a consistent basis and under the full range of market and economic conditions. This person will be able to point to a pattern of continuously introducing substantive improvements that have significant bottom line impact.


Influencing Skills. He/she must possess the executive presence, credibility and tenacity to successfully influence the broader SAP organization, including the development and product marketing organizations, so that the right solutions are brought to market in a timely manner. Therefore, he/she will be someone who invests in building relationships with others and uses the informal structure and culture of an organization to get things done. This individual will bring people together across organizational boundaries to achieve results as a team and share best practices. This person will also demonstrate the personal flexibility to adapt and compromise, when necessary, while actively contributing new innovative thinking to the broader organization.


Team Leadership: The successful candidate will be responsible for building and mentoring a high-calibre team. He/she must be able to identify and fill any talent gaps and must mentor and develop team members so that there is a robust talent pipeline within the group. The individual must have demonstrated the capabilities to inspire and earn the respect of his/her people, and the interpersonal skills required to provide effective feedback, both positive and negative. They should be able to show they have made both “good hires” and have made the difficult decisions necessary to remove those who do not deliver the necessary performance. Additionally, the ideal candidate is a sales leader who involves his team actively in establishing sales benchmarks, brainstorming strategies for success, and holding each other to a consistent standard of excellence.


Customer Impact: The ideal candidate will leverage his/her knowledge of the customer’s perspective to anticipate requirements and to tailor competitive solutions within the sector. He/she will have demonstrated the ability to establish strong executive relationships at the senior-most levels in customer organizations leading to a demonstrable track record of increasing sales and partnership value creation. He/she will have the proven ability to influence, build rapport, and gain credibility with both business and technology executives at leading institutions.


Market Knowledge: The ideal candidate will extend his/her contextual knowledge of the enterprise software market, understand Korea market trends to ensure market share gains for SAP through strategic selling well enough to identify creative business solutions to customer problems, and identify emerging opportunities and maintain effective client relationship management.


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.
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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.
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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.
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: 403123 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Management | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.