The GB EMEA South for Hana Enterprise Cloud position is a regional role with primary focus on the MENA market with the goal of addressing the market opportunity and developing the business for the SAP HEC solution in the General Business across the South Cluster.
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In addition, the role will be expected to deliver on improving field efficiency by consolidating and sharing best practices and coaching GB sales teams on most relevant partners and engagement models to successfully deliver SAP’s targets in this area.
Reporting line will be to the Vice President EMEA GB Solution Sales.
EXPECTATIONS AND TASKS:
Ownership of EMEA Cluster North HEC business achievements
Ownership of correct identification, attachment, enablement, demand generation and sales activities for sales & partners at market unit level for HEC
Deal support and deal clinic to achieve a successful closing together with the sales team and our partners
Drive sales pipe and sales targets achievement successfully
Liaise with the EMEA GB market unit heads, direct sales field, Regional HEC team, and solution enablement colleagues
Creatively develop Programmatic approach to generate traction and business development
Drive cadence and pipeline reviews
WORK EXPERIENCE:
Strong leadership, business acumen skills and demonstrated track record of achieving outcomes and exceeding targets through influence and across many countries
Proven software industry business development skills in senior roles and specifically, prior
International experience
Indirect Sales experience
Proven ability and track record of developing and managing Partners in a variety of structures
EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:
MBA or advanced degree preferred
Proven track record in delivering sales targets, program and enablement management
Strong knowledge and experience in Hosting, BPO or Cloud
Business Development experience in International context
Strong knowledge of SAP, its products and solutions, partners, markets and competition. Technical understanding required
Strong knowledge of best business practices and financial theory and analysis
Demonstrated ability to work in a matrix organization
Interpersonal Skills: Negotiation Skills, Communications/Presentation Skills (verbal, written), Team Player/Interpersonal Skills, Proactive Networking Attributes, Results and Execution Focus, High Drive, Self-Starter motivated, Regional Mobility
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