Solution Sales Manager

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The **Solution Sales Manager**for SAP Business Transformation Management**, SAP Signavio and SAP LeanIX,** in APAC** is responsible for driving continuous improvement of BTM LoB productivity and achieving business targets. Additionally, the SSM is co-responsible for New & Upselling booking and Net booking in a partnership with the regional CRO. The SSM is also responsible for enabling accelerated revenue growth in targeted markets identified as fast growth through the roll-out, adoption/ implementation, and syndication of standardized processes, services, methodologies, and tools.

Provides overall leadership and direction to multi-functional organizations executing within effective and agreed-upon governance models and contributing to continuous innovation and cost-effective service delivery models. Leading by influence on the different teams assigned to the region, and orchestrating the overall job.

Primary performance goals include:

- Co-Drive New & Upselling bookings and Net bookings
- Co-Drive future target Big Bets pipeline of Quarter +1/+2/+3
- Drive together with the APAC Demand Manager and the “Source of Demand” leaders (Marketing, Partner, SDE / digital hub, CSM, Sales) the required TCP and R4Q pipeline in volume and quality.
- Drive pipeline health
- Improve the renewal rate by working with the CSM organization
- Serve as a general manager proxy, supporting CRO functions
- Drive synergies with Regional Field Services, Partners, Solution Advisory, other LoBs, Marketing and GTM teams
- Keep the focus on continuous improvements of our regional operational model
- Adapt to evolving business models
- Scale for growth
- Adopt and syndicate best practices/standards
- Collaborative & continuous innovation

**Key Responsibilities & Tasks According to the Strategic Business Plan**

**1 - Drive Profitable Revenue Growth supporting CRO**

Enable the Region to exceed annual performance targets
- Align regional shared services resources to achieve profit targets
- Serve as proxy for general manager assignments, i.e., support sales cycles as Executive Sponsor or coaching teams wherever needed and aligned with CRO & MU sales leaders.
- Exceed Annual Business Targets across all customer segments.
- Exceed Annual Renewal Target in collaboration with the CSM team.

**2 - Demand Generation**
- Coordinate efforts with all the sources of demand: sales/presales, services, CSM, MKT, Partner, and SDE.
- Build and maintain a qualified pipeline of regional sales opportunities; enable the conversion of pipeline to profitable revenue
- Manage demand gen and business development teams
- In partnership with SDE and Marketing, oversee pipeline generation (lead to Opportunity Conversion)
- Drive the measurement and execution of targeted industry and solutions business plans (based on sales plays) to grow the pipeline and achieve revenue goals.
- Drive pipeline health

**3 - Value Centric Sales Approach**

Drive the Value Centric Solutions Sales approach by:
Supporting the business with scalable resources to help drive deal road mapping, business planning, solutions value blueprint, and benchmarking/value content and assets for all customers.

Drive the enablement and integration of new solutions and methodologies quickly through the organization.
- Enable the SAP Regional Sales force to leverage the right resources and assets at the right time to
- Drive profitable revenue

**4 - Operational Excellence**
- Adopt and syndicate best practices/standards
- Drive the adoption of a common time entry, budgeting, expense management & margin monitoring process, collaborating with responsible teams
- Enable the Sales teams to build a sustainable revenue stream by supporting both quarterly revenue goals and appropriate pipeline build processes.
- Demand accuracy in CRM and full preparation for QBRs, Forecast, and Operations reviews
- Lead the F4S business cadence.

**5 - Leadership Excellence**

**Role model** SAP’s management excellence, leadership competencies, and Values by way of:

- ** Manage Performance**: Drive performance management throughout the year. Address underperformers swiftly, professionally, and respectfully. Recognize effort and reward results. Provide timely and relevant communications. Constructively eliminate barriers to progress and productivity.
- ** Build Your Team**:Hire talent aligned with the HC strategy for the region + support the