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Thứ Hai, 29 tháng 7, 2013

Regional Head for HEC Services Sales Senior Manager - MEE - SAP AG - Delaware

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  • Demonstrated cross organizational and matrix leadership capabilities

  • Build out HEC offering directly with customer and account team

  • Provide first level sales support, enablement and deal qualifications for field

  • Demonstrating understanding of ITO, BPO, SaaS and IaaS models to the customer

  • Ability to orchestrate Sales, Services, technical resources all into a single account.

  • Excellent pipeline and sales management skills

  • Required to steer MCAS offering to SAP HEC or to partner system.

  • Must manage the assessment, bid, contract execution process with the field organization


Strategic Set the direction to support the broad business objectives; take a long term view of the business environment and establish the business model and direction to meet the evolving challenges. Develop the new managed business with strategic relationships across the company. Lead the regional team of business development, bid managers, and pre sales.

Operational Monitor the following critical business levers to determine effective execution of strategy: Sales Pipeline; Backlog; Trend Analysis; License sales pursuits and associated services opportunity; Prime engagements sold. Review using dashboards, financial and CRM reports; and headcount fill ratios. Align resources to deliver the best results for the organization.

Financial Accountable for delivering financial results for the Region. Forecast and report revenue, margin. Report on business execution to budget and forecast.


Leadership & Development Support the new business by recruiting, acquiring and developing talented employees; coach and challenge employees to deliver results associated with business objectives. Review and change direction as needed.


Customer Satisfaction Assure the customer received appropriate value for their investment. Manage the escalation process effectively to mitigate risk, share learnings in order to for future customer engagements. To mitigate future risk, proactively use learnings from prior escalations to plan and react quickly to customer escalations and anticipates future escalations.



  • Experience in Services Sales (5+ years)

  • Sales Leadership experience (5+ years)

  • Knowledge of Software License business

  • Experience with P&L responsibility

  • Ability to navigate large, matrixed, organizations

  • 10+ years direct selling experience, or account management

  • ITO, BPO, SaaS or IaaS experience required

  • Demonstrated success and proficiency in building a book of business.

  • BA/BS degree required / MBA desired

  • Knowledge of at least one MEE language required (e.g. German, Slavic languages)

  • Excellent command of Business English




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SAP AG together with its subsidiaries (SAP) is engaged in developing and licensing business software solutions. SAP also sells support,...





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