APAC Sales Head of Premium Engagement Services

3 weeks ago

Singapore SAP ASIA PTE. LTD. Full time
Roles & Responsibilities

Position Brief

The position of APAC Sales Head of Premium Engagements (PE) services, provides leadership, drives the execution of growth plans and ensures GTM across APAC for Premium Engagement Services (PE). The PE Sales Head is a part of the APAC Services management team and works closely with the Market Unit Leadership, PE teams and the Global PE organization.


This role will have dual responsibility (in alignment with Market Unit responsibility) for Demand Generation, Business Development, Bookings, Bookings Margin and Customer Satisfaction metrics for the PE business in APAC. This role will also be responsible for the Pre-Sales of all Premium Engagements across APAC and will drive syndication of best practice programs, tools, methods and processes to accelerate profitable performance and market penetration of PE Services.


The role also includes Management of a professional business development/pre-sales support team for Services Sales for references, solution support and positioning of Premium Engagements to new customers. Included in Sales related responsibilities is the overall leadership & vision within the Services Sales and Go-To-Market initiatives relating to Premium Engagement services. It also provides the direction and momentum for APAC PE sales & Go-To-Market strategy – working closely with Services stakeholders; regionally and globally, to ensure a seamless, coordinated and well-orchestrated approach to PE sales execution across APAC. A programmatic management approach will be required to cover the portfolio and ensure at risk engagements are managed.


Responsibilities

  • Drives Premium Engagement excellence across APAC covering:Governance, supporting MU PE Leads and SSA’s to establish appropriate governance structure in the customer engagement
    Pre-Sales Renewals of Premium Engagements, driving a high retention rate
    Knowledge management for Premium Engagements across region by utilizing collaboration tools and community structures to capture references and case studies
    Roll-in and out of GTM processes, methodologies and policies with regards to Premium Engagements.
  • Drive the APAC Services PE financial & strategic goals in close collaboration with Head of Services Sales MU & regional leaders.
  • Organize & lead relevant level of governance aligned with out Premium Engagement methodologies including but not limited to areas such as stakeholder management, engagement value management, service planning, strategic goal development, customer satisfaction reporting etc
  • Ensure new deals and revenue programs can be commercialized and are executable in APAC.
  • Business growth through driving pre-sales support with high caliber SME’s to support Services Sales teams.
  • Enable, support and drive the generation of customer References
  • Provides analytical information required to drive a growth in Premium Engagement revenue across APAC.
  • Measure key KPI for health of Premium Engagement portfolio.
  • Participates with APAC management teams in regular business management and planning activities.
  • Coordinate with the global PE team on other operational topics such as communications, budget, resource planning and tools, 3rd party partnership negotiations and defining contractual obligations.

Skills & Competencies

  • Strong understanding of Premium Engagements fundamentals.
  • Experience with presenting Premium Engagement concepts to senior customer stakeholders.
  • Experience with managing internal stakeholders and managing through virtual teams.
  • Minimum of 10 years’ experience working in the IT industry.
  • Strong business acumen and ability to work with Regional and Global leaders.
  • Capable of working independently and driving the key PE objectives for APAC by influence.
  • Experience in running an SAP engagement and meeting customer needs.
  • Excellent networking and relationship skills - able to achieve trusted advisor status with customers, and form strong working relationships within SAP.
  • Strategic thinker / planner.
  • Working Knowledge of SAP operations and SAP systems.
  • Change agent (embraces and is able to execute change).
  • Team Player.
  • Active listening / communication.
  • Cross cultural leadership

Core Competencies

  • Demonstrates ongoing drive to continuously expand one’s own professional capabilities to fuel the continued/ongoing growth and success of SAP
  • Works collaboratively with others to achieve group goals; energizes people to work together to accomplish business results

Complementary Competencies

  • Maintains focus and stays in control under stressful and challenging circumstances
  • Demonstrates concern for the successful achievement of results; works persistently to overcome obstacles to goal achievement
  • Develops and uses effective strategies to influence others or to gain their support
  • Develops and maintains a network of contacts, acts in a way that indicates understanding and accurate interpretation of others’ concerns and feelings. Creates an organizational climate in which people from different cultures and countries feel accepted
  • Generates and promotes new ideas and uses them to develop new or improved processes, methods, systems, solutions or services

Managerial Competencies

  • Leads others in a manner that builds their confidence and capabilities, challenging and supporting employees to learn and grow from their experiences.
  • Sets clear performance expectations for self and others, monitors and guides progress, seeks and gives feedback, appraises results.

Tell employers what skills you have

Business Acumen
Customer Engagement
Knowledge Management
Demand Generation
Solution Selling
SAP
Virtual Teams
Customer Satisfaction
Value Management
Business Development
Stakeholder Management

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