Sales VP, Strategic Accounts HK
SAP
Hong Kong, HK
4天前

COMPANY DESCRIPTION

SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done.

Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all.

We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.

Role Purpose and objectives

The VP of Strategic Accounts for the Hong Kong Market unit is a key and crucial role for the Hong Kong business. The individual is responsible for consistently attaining targeted revenue and profitability goals and setting the vision and strategy for the sales team.

In order to accomplish these goals, the VP of Strategic Accounts must develop specific territory plans to ensure growth in all revenue streams, formulate objectives, performance standards and priorities for the Sales team and ensure that selling models facilitate market penetration.

The individual must also drive the external reputation and strategy for SAP withing its strategic accounts in the local market through driving thought leadership, industry best practice and by building a strong network with the SAP ecosystem.

Key Responsibilities, tasks and expectations

  • Builds and develops a top performing Global Account Directors (GADs) in assigned accounts. Ensures they are challenged, learning, appropriately placed in their assignments and are representative of all LOBs
  • Provides thought leadership and vision around SAP's Global / Strategic Account strategy, linking plans and execution to the communicated board strategies and goals
  • Performs reviews of account strategy for each assigned account, ensures financial and business results are met
  • Integrates all customer- facing management teams to jointly plan global account strategy, coverage and execution model.
  • Resolves conflict in a professional and collaborative manner
  • Reviews and consults on long-term technology and business strategy planning with assigned Global Account Executives and Accounts
  • Drives programs and repeatable best practices and methodology across all accounts
  • Identifies areas for co-innovation and coordinates with Development management on managing co-innovation projects
  • Manages SAP and Customer risk via risk mitigation tools, contractual AGS support, and close coordination with the IBU, Services, Support and the Board (where applicable)
  • Develops long term c-level relationships, strong governance and ensure top-to-top partnerships are mapped appropriately
  • Drives the expansion of the SAP footprint across all assigned accounts
  • Provides leadership around effective utilization of Value management and Value realization
  • Provides support to account management throughout software lifecycles
  • Sets vision and strategy for the sales team; develop specific territory plans to ensure growth in all revenue streams
  • Builds a network of executive relationships with key customers and partners that can be leveraged
  • Provide thought leadership in discussing and communicating company strategy with the virtual account team
  • Work collaboratively with other internal teams with in SAP; regional Sales teams, Marketing, Development, Center of Excellence, etc.
  • Create process and / or assist account team in identification, pursuit, negotiation, closure and implementation of new opportunities
  • Develop and share an effective internal network
  • Conduct account reviews with team members and virtual team
  • Manage territory and account assignment
  • Provide coaching and account strategy support throughout sales cycle(s)
  • Facilitate individual growth and development
  • Previous experience and qualification / education requirements

  • 10 - 15+ years of business experience in Sales or Consulting with complex business software / IT solutions
  • Experience carrying a quota and large deal expertise 20M+
  • 7+ years of Large Account Management experience / leading account teams
  • Strong knowledge of the complete SAP offerings (including Service and Support)
  • Exceptional communication skills verbal and written
  • Experience as a Senior Manager in a team selling environment
  • Demonstrated success with complex, long-cycle sales campaigns in a fast-paced, consultative and competitive market
  • Demonstrate success negotiating complex contracts
  • Demonstrated knowledge on consultative selling methodologies
  • Proven abilities on managing highly complex organizations and applying risk-mitigation strategies to customer
  • Demonstrated ability to communicate a vision across lines of business
  • Business level English : Fluent
  • Local Language : Cantonese preferred but not essential
  • We are SAP

    SAP innovations help more than 400,000 customers worldwide work together more efficiently and use business insight more effectively.

    Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management.

    As a cloud company with 200 million users and more than 100,000 employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development.

    Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves.

    At SAP, we build breakthroughs, together.

    Our inclusion promise

    SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone regardless of background feels included and can run at their best.

    At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential.

    We ultimately believe in unleashing all talent and creating a better and more equitable world.

    SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility 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.

    NorthAmerica sap.com or Careers.LatinAmerica sap.com , APJ : Careers.APJ sap.com , EMEA : Careers sap.com .

    EOE AA M / F / Vet / Disability :

    Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.

    Successful candidates might be required to undergo a background verification with an external vendor.

    Requisition ID : 329457 Work Area : Sales Expected Travel : 0 - 50% Career Status : Executive Employment Type : Regular Full Time Additional Locations :

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