Head of Enterprise, Sea

**We help the world run better**

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.

The SEA Head of Enterprise is a senior leadership role responsible for driving SEA’s largest solution area and topline. This role demands a strategic yet hands-on leader with deep technical and process knowledge with proven front-line sales mindset capable of guiding, supporting, and elevating the field to close complex, high-value cloud deals.

**Key Responsibilities**
- Field Leadership & Technical Solutioning
Act as the GTM anchor for Enterprise across SEA, providing in-depth guidance to ASEs, FLSMs and country leaderships on deal solutioning, technical differentiators, Total Cost of Innovation (TCI), and transformation levers that matter to C-suite buyers.
- Business Case & Value Articulation
Partner closely with Value Advisors (VA), Business Architects, and GSIs to shape compelling business cases that align with customer outcomes and SAP’s innovation roadmap.
- Deal Governance & Commercial Strategy
Lead from the front in commercial negotiations, solution related pricing strategy, and operational deal governance. Serve as the escalation point to ensure alignment between customer needs and SAP's cloud policies and offerings.
- Cloud Architecture & Delivery Collaboration
Collaborate with CAA leadership and ECS to drive resolution on complex RISE and multi-cloud proposals, ensuring architecture best practices, service readiness, and customer confidence in delivery.
- Forecast Accuracy & Pipeline Governance
Own rigorous pipeline management, forecasting accuracy, and deal progression planning across SEA’s top Enterprise accounts. Drive rhythm and transparency through granular and clear weekly deal progression updates, structured reviews and field accountability.
- Multi-Cloud Thought Leadership
Drive multi-cloud GTM strategies by partnering with peers across other cloud Lines of Business (LoBs) such as BTP, CX, oCFO, and Digital Supply Chain. Leverage platform thinking to unlock cross-sell potential and suite differentiation.
- Talent Development & Coaching
Lead, coach, and grow a high-performing team of senior ASEs. Foster a culture of excellence, customer-first mindset, and execution rigor.

**Qualifications**
- 12+ years in enterprise technology sales with 5+ years in a regional leadership capacity
- Deep understanding of SAP’s cloud portfolio and processes especially RISE with SAP, S/4HANA, Hypescaler solutions.
- Proven experience engaging C-level stakeholders, supporting GSIs, and leading multi-cloud, multi-year strategic deals
- Strong command of commercial deal mechanics, business case development, and cloud contracting
- Demonstrated ability to drive operational discipline and accurate forecasting across a complex field organization
- Excellent communicator, motivator, and cross-functional collaborator
- Exceeding cloud net booking targets through strategic deal execution and customer trust
- Lead hands on, and support ASE performance through knowledge across products and processes
- Exhibit strong coaching and field leadership capabilities
- Strong collaboration with Deal Makers (GSIs), Value Advisors, and Cloud Architects to close large, transformative cloud deals
- Increased multi-cloud adoption across the SEA Enterprise segment
- Recognized as a thought leader internally and externally on enterprise transformation and value realization

**Bring out your best**

**We are ethical and compliant**

Our leadership credo**:Do what’s right. Make SAP better for generations to come.** We believe that great leadership extends far beyond the mere pursuit of business goals. We value and foster leadership that is driven with purpose and integrity. Our leaders are role models who uphold SAP’s values and shape SAP’s culture of integrity, by demonstrating and championing ethical and compliant behavior towards all stakeholders.

**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 emplo