SEA Sales Lead - Partner Managed Cloud (PMC) & Cloud BPO (SG) Job Job In Singapore Regions, Singapore tiptopjob.com- 1 week ago
Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time
As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.
PURPOSE AND OBJECTIVES
Responding to the increasing market interest in Outsourced, Private Cloud and Cloud BPO solutions and keeping with SAP’s market-leading position of offering customers the broadest range of software consumption options, SAP has established the Partner Managed Cloud (PMC) and Cloud BPO as part of the global GCGB Organization.
The primary purpose of the Partner Managed Cloud Sales Manager in SEA is to consistently attain targeted revenue and pipeline creation, secure long term revenue, monetize and sell through with existing partners, on-board new partners and be a thought leader for this route to market.
In this role you must set the strategic direction to accomplish these goals, optimize the partner and territory coverage to maximize SAP’s overall business and license share in the assigned market for Private Cloud and BPO Business. Identify white spaces, market coverage and execute together with the local, regional and Global teams
EXPECTATIONS AND TASKS
-Develop and manage the PMC & Cloud BPO business in the assigned region. Partner and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue. Annual Revenue - Achieve / exceed quota targets by Quarter. Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth
-Maximize the contribution of our existing PMC partner portfolio in the assigned Market Units resulting in a larger share of wallet and increased revenue and order entry volumes for SAP.
-Engage with the assigned Market Unit Teams to selectively grow our PMC partner community to cover local or regional outsourcing market demand – like Public Sector, Utilities, Healthcare and other Whitespaces
-Develop and share an effective internal and external network and effectively collaborate with other functions or units like, Line of Business Sales, SAP Field Sales, Commercial Sales, other Partner Teams, Marketing, Solution Management to enable outsourcing partner business.
-Ensure compliance of all sales and partner efforts.
-Ensure efficient opportunity identification and qualification, pipeline integrity, actuality and forecasting accuracy to support reporting requirements and business reviews.
-Energize the Partner Channel for this fast growing segments for SAP
-Execute and maintain strategic joint business plans, Ensure alignment on all levels (global, regional, local, solution areas, industry areas, etc.) on both sides in order to fine-tune and finalize the annual business plan. Build review cadence and drive performance score carding with key stakeholders within the partner
-Execute regular business reviews with all key stakeholders.
-Understand partner strengths, economics, business imperatives and partner profitability.
-Achieve key stakeholder, including c-level, buy-in and investment at top partners to support SAP’s growth strategy in terms of license and services capacity growth
-Manage Partner Pipeline and collaborate with GB & Key opportunity owners
-Drive resolution of conflicts in order to maintain a long-standing and productive business relationship based on mutual trust.
-Leading a (Virtual) Account Team demonstrating leadership skills in the orchestration of internal and partner teams. Ensure account teams and Partners are well versed in each account’s strategy and well positioned for all customer touch points and events. Maximize the value of all sales support and partner organizations.
-Drive engagement with SAP Marketing resources to support partner demand generation and promote success
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES
-Proven record of excellent performance, preferably with a business development, sales- or channel management background
-Thorough knowledge of and ability to partner with all internal and external stakeholders for Market success
-Ability to find and qualify opportunities to maximize the results.
-Strong and effective presentation, and negotiation skills.
-Experience in Outsourcing (BPO/ITO/PMC), Cloud, SaaS and channel models is of advantage.
-Bachelor or University degree in Computer Science, Business Administration, Engineering or Equivalent preferred plus professional experience
-English proficiency is a must plus ideally Chinese
-Significant sales, business development and/or channel management experience. 10+ years of experience in sales of complex business software / IT solutions Proven track record in business application software sales and transacting with and through partners.
-Experience in lead role of a team-selling environment. Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.
-Understanding of software development/decision making processes and sound level of technical understanding in IT Deployment and Operation Models (IaaS, PaaS, SaaS)
-Strong team player and natural leadership skills.
-Strong understanding of sales practices, preferably including SAP field and partner sales operations.
-Track record in aligning successfully with the local SAP leadership and sales teams.
-Demonstrated success in building and growing indirect license business with partners.
-Consistently achieving revenue, growth and profitability targets
-Experience in a fast paced, highly changing environment, preferably in Cloud Sales, On Demand, BPO/ITO or service business PMC, BPO/ITO or Cloud service business.
SAP'S DIVERSITY COMMITMENT
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.
SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable 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 (Americas: Careers.NorthAmericasap or Careers.LatinAmericasap, APJ: Careers.APJsap, EMEA: Careerssap). Requests for reasonable accommodation will be considered on a case-by-case basis.