SAP Business Network (SBN) is a comprehensive B2B collaboration platform that connects people, processes, and systems across multiple enterprises, digitizing transactions, and creating transparent, resilient, and sustainable supply chains and is expected to grow to €2B by 2028.

SAP Business Network drives trading partner collaboration across procurement, supply chain, logistics, and asset management by enabling business processes beyond the four walls of a company. SBN is one of the fastest growing Cloud business areas at SAP and is a critical component of SAPs ambition to become the #1 enterprise application company.

We are seeking candidates to lead our Accelerated Sales Engagement (ASE) team to focus on the exciting growth of SAP Business Network. The ASE Leader will be responsible for executing on the SBN Go-to-Market to achieve budget and build a sustainable, repeatable business. The ASE team will collaborate with their global peers in ISBN, DSC and SAP Industry Market Unit sales teams and make SBN a key strategic differentiator for SAP in Europe. The ASE Leader will guide their team’s work in conjunction with the Global Heads of Business Network Sales, Solution, Product, Engineering and Marketing. The successful candidate will bring strong sales strategy, sales management and execution expertise along with a multi-faceted leadership approach to drive SBN growth in Europe.

Key Responsibilities and Tasks:

• Lead the planning, design, due diligence, and implementations of strategic business objectives to successfully reach SAP Business Network goals for the Region.
• Lead ASEs who will manage the full sales cycle. Leverage and coordinate cross-functional teams (ISBN\DSC\Industry AEs, VAT, Partners, Product Marketing, Product Management) to efficiently navigate complex sales cycles and act as a trusted advisor in sales cycles.
• Establish a process to understand, analyze and communicate current and future quarter forecasts.
• Build team member skills which include a strong “Hunter” mindset that will support SAPs Customer Value Journey (Explore Potential, Build the Vision, Deliver the Promise, Maximize Value, Innovate and Grow) vision and identify expansion opportunities in our existing customer base.
• Own/provide direction to strategic market plans - including customer profiles and targeted programs by working closely with the MU/regional sales, marketing, regional Network Executive, Pre-Sales, and Tiger team members.
• Create and execute demand generation programs in each region to support BN sales goals.
• Partner across SAP – ISBN, DSC, Industry Sales, Industry Business Units (IBUs) to build and expand relationships with key executives and decision-makers. Be an evangelist on must-win SBN accounts and industries.
• Develop category, industry or regional specific points of view, methodologies, best practices, and growth strategies that can be repurposed across the region to drive better outcomes for customers and SAP.
• Plan and execute enablement sessions for internal and partner sales teams to supplement and grow their selling skills. Work with the SAP’s enablement teams to ensure consistent, quality delivery.
• Identify, analyze, and secure SAP Business Network renewals and drive increased transactional SBN revenue in Europe.

Experience and Educational Requirements:

• 5 to 7 years of meeting\exceeding quota at a Saa S provider. Leads disciplined sales processes including pipeline growth and accurate forecasting.
• Experience in selling cloud solutions with a strong focus on both generating new business and growing existing business.
• Strong expertise in the Procurement/Supply Chain domain: selling to the Office of the CPO, Director of Supply Chain, Head of Manufacturing/Logistics/Maintenance
• Experience leading high-performance sales teams, setting and executing sales strategies.

To be successful in the role, you must be able to:

• Harmonize and distill complex and disjointed data points (competitive / industry trends, enterprise processes around procurement and supply chain, SAP product knowledge and limitations) into strategic positioning.
• Sales leadership: Must be an accomplished sales leader with sound reputation and a successful track record in leading sales teams and leveraging internal and external resources to amplify SAP’s capabilities.
• Customize strategies, build capabilities, and achieve revenue growth with equal focus on selling directly to end-customers and selling internally by tailoring influence and stakeholder management to resolve issues.
• Be recognized as a visionary and trusted advisor in customer engagements.