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Thứ Hai, 26 tháng 8, 2013

VP IVE, Retail - SAP AG - United States

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Coordinate the delivery of strategic solution advisory and expert consultation on value

management to support customer co-innovation, enterprise transformation, and business process performance improvement programs. Manage the creation of high quality customer deliverables with compelling Industry value propositions within the Retail.

Retail Industry cluster.

Area 1: Devise and articulate a clear IVE vision and define strategic direction for SAP's growth

and position in the business. Integrate IVE management strategies to grow pipeline and achieve revenue goals

Area 2: Accountable for business development and sales forecasts to ensure revenue on a by cluster or by industry basis for the relevant geography. Provide executive deal sponsorship on strategic, must win accounts. Oversee efforts to ensure SAPs strategy and visions are incorporated in the IVE processes. Act as trusted senior advisor for customers; role model for SAPs values.

Area 3: Ensure IVE resources are effectively coordinated and mobilized to provide on-demand access for IVE specific expertise to accelerate key deals and enable scale. Oversee and articulate the creation and adoption of standardized approaches for IVE based sales activities.

Executive sponsor of comprehensive strategies to engage partners and internal stakeholder

groups in areas such as business development, packaged solution development and industry solution cross-selling.

Area 4: Development of SAPs IVE brand through thought leadership, content creation,

appearances, articles and social and traditional media interviews, etc.

Area 5. Establish goals, strategy and KPIs for the team and clearly communicate objectives.

Align available resources to the industries with the largest revenue and growth potential for the medium and long term. Actively coach and proactively provide feedback to direct reports.

Conduct the annual performance management cycle for in a timely, diligent, and thoughtful manner.

Area 6: Identify and acquire partners to support industries, sub-industries and certain

geographies to grow pipeline and achieve revenue goals.

15+ years of professional experience in Sales / Consulting / Industry Solutions

experience including + 10 years enterprise software, 3-5 years value selling experience and management consulting experience preferred.

# SAP product application experience and /or relevant VE, industry/solutions experience. Retail Industry/ business experience.

# Experience leading, coaching virtual, cross- functional teams. Demonstrated

leadership of high performing teams

# Prior experience of successfully managing people/teams in complex, cross-functional &matrix capacity.

# Demonstrated leadership of high performing teams. Demonstrated consultation and

influence skills with C- level. Expert knowledge of C- level decision making process

management. Executive presence and deal optimization skills, Strategy/management

consulting experience

# Goal-oriented, strong leadership qualities (cross-functional and multi-national teams


# Expert knowledge and ability to communicate the value selling vision and methodology.

Customer facing experience. Fluency in English, any other language an asset. Fluency in the language of local markets desirable

Bachelors degree (or equivalent) required, MBA or equivalent degree required from

accredited university preferred

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