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Head of Value Management Centre

2 weeks ago

Singapore SAP Full time

**We help the world run better**

**Job Description and Expectations**

SAP is seeking to expand its Value Advisory Practice across APJ with a manager responsible for leading a recently formed **Value Management Centre** (VMC) team. The VMC are focused on efficient, & mostly virtual, support for our smaller, more agile customers across the region. As the region’s VMC leader, you will be accountable for pipeline-to-revenue conversion in a specific segment of our business that is rapidly growing in both volume and strategic importance.

The role requires a new way of thinking about the Value Advisory partnership, which will likely evolve over time.

As a people manager, you are responsible for supporting the success of your direct reports, by helping to identify development opportunities and supporting them to achieve their goals. You will be a member of the APJ Value Advisory leadership team.

You will partner with sales leadership to identify revenue opportunities, create coverage strategies, and ensure support for the most strategic accounts and opportunities given VMC capacity. You are responsible for coordinating the delivery of VMC services to support customer transformation agendas and business process performance improvement programs. You will oversee the team and ensure the creation of high-quality customer deliverables with compelling value propositions.

**Responsibilities include**:

- Set and evolve the VMC strategy as needed in collaboration with the head of APJ VA including transformation of the function to ensure its scalability across the region.
- Optimize the VMC’s Centre of Excellence capability and further develop its exposure to external customers.
- Continually develop the practice of the VMC through enhancement of methodology, toolsets, practices and templates.
- Lead efforts to identify and prioritize VMC engagements with the highest impact, in close alignment with sales leadership priorities and the MU VP’s.
- Grow revenue and pipeline by driving adoption of standardized approaches for value-based sales activities.
- Provide sponsorship on strategic, "must win" accounts where needed.
- Evangelize the VMC offerings; establish value as a natural component of the sales process with the sales teams, where feasible.
- Establish goals and KPI’s for the team and clearly communicate measurable objectives.
- Conduct regular performance management cycles in a timely and thoughtful manner and actively coach and provide feedback to direct reports.
- Pro-actively drive collaboration across the organization with sales, pre-sales, solution management, and others.
- Recruit top talent into the organization.

**Qualifications**
- Minimum 10 years of professional experience in operations or management consulting. Experience in Sales or Presales is a plus.
- Proven consultative selling engagement experience, with an emphasis on efficient, quick-turn engagements. Ability to synthesize and simply represent complex scenarios.
- Strategic thinker, with experience in operationalizing strategy and building the right team to execute.
- Ability to learn and adjust plans based on experience and empirical measurement.
- Experience in coaching and leading virtual, cross-functional, high-performing regional teams.
- Proven ability to connect with and influence executives.
- Experience in diverse technology landscapes and process/technology integration, SAP technologies preferred.
- Master’s degree, MBA or equivalent degree in business administration, business informatics or similar areas

**We build breakthroughs together**

**We win with inclusion**

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.

**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.

Requisition ID: 340095 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: Virtual - Asia-Pacific #LI-Hybrid.