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Solution Sales (SAP Success Factors)

Role Overview:

The HCM Sales Manager – South Region is a First Line Sales Manager (FLSM) responsible for leading the SAP Success Factors and broader HCM Solution Sales business across Victoria, Tasmania, South Australia, and Western Australia.

Reporting to the Head of Success Factors, ANZ, this role is accountable for executing the regional go-to-market strategy, delivering revenue and pipeline targets, and developing a high-performing team of HCM Solution Sales Executives aligned to the Southern states.

The role serves as the primary point of sales leadership for Success Factors in the South Region and acts as the first level of escalation for HCM Solution Sales activities. The HCM Sales Manager partners closely with Account Executives (AEs), partners, presales, and services teams to accelerate cloud HCM adoption and drive market share growth.

Key Responsibilities:

Sales Leadership & ANZ Market Execution:

• Lead and execute the ANZ HCM go-to-market strategy, with a strong emphasis on SAP Success Factors/HCM cloud solutions.

• Drive pipeline generation and revenue growth across net-new prospects and existing SAP customers within the South Region.

• Ensure consistent attainment of revenue, consumed ACV, and pipeline coverage against targets.

• Identify and prioritize key ANZ industries and accounts with high HCM transformation potential.

• Act as the first level of escalation for HCM-related sales matters internally and with customers.

Success Factors / HCM Solution Expertise

• Maintain strong functional and product expertise across the SAP Success Factors portfolio and broader HCM landscape.

• Position Success Factors as a strategic HR platform aligned to workforce trends and regulatory requirements within ANZ.

• Support Account Executives in shaping HCM value propositions tailored to C-level stakeholders (CHRO, CFO, CIO).

• Lead complex HCM sales cycles, coordinating presales, implementation consultants, and partners to deliver compelling business cases.

• Ensure high-quality opportunity qualification, competitive positioning, and value-based selling.

Pipeline & Demand Generation:

• Drive opportunity creation through targeted lead generation campaigns across prospects and installed base customers.

• Leverage digital demand programs (where applicable) to accelerate pipeline growth.

• Align closely with AEs when prospecting into existing accounts and initiating engagement strategies.

• Maintain an accurate and timely CRM pipeline with clear visibility into forecast and deal progression.

Team Leadership & People Development:

• Recruit, coach, and develop a high-performing HCM Solution Sales team across ANZ.

• Build a culture of accountability, collaboration, and continuous improvement.

• Provide real-time coaching, recognition, and performance feedback.

• Identify development opportunities and support team members in achieving individual career goals.

• Foster knowledge sharing across the extended ANZ sales and partner ecosystem.

Career Level Expectations:

Accountability

• Accountable for annual revenue and strategic objectives for the ANZ HCM business.

• Builds and executes operational plans aligned to the regional strategy.

• Manages team resources to deliver business-critical and innovative outcomes.

• Oversees a defined budget and ensures effective allocation of sales investment.

Complexity

• Makes day-to-day operational decisions impacting the ANZ HCM business.

• Works cross-functionally within a matrixed organisation.

• Applies deep HCM and Success Factors expertise to strategic and tactical activities.

Communication

• Builds strategic relationships with senior decision-makers within customer and partner organisations.

• Represents SAP in executive-level customer engagements across ANZ.

• Communicates clear objectives, strategies, and expectations to the team.

• Handles challenging conversations constructively and transparently.

• Encourages open dialogue, collaboration, and diverse viewpoints.

Experience & Qualifications:

Experience:

• Proven experience in direct sales and sales management, including territory planning within the ANZ market.

• Extensive experience selling business applications, cloud solutions, or enterprise IT platforms.

• Strong preference for experience in SAP Success Factors or HCM-related solutions.

• Demonstrated success selling to C-level executives (CHRO, CFO, CIO).

• Proven track record of capturing and expanding market share in a competitive environment.

• Experience operating effectively in a matrixed, partner-driven organisation.

Soft Skills:

• Ability to articulate the business value of HCM transformation initiatives.

• Strong opportunity qualification and prioritisation skills.

• Excellent verbal, written, and presentation skills.

• Strategic thinker with strong execution discipline.

Education:

• Bachelor’s degree in HR, Business, Engineering, Technology, or a related field.

Professional Training & Certification:

• Completion of formal sales methodology training preferred.

• SAP Success Factors or HCM-related certifications are advantageous.

Bring out your best

SAP innovations help more than four hundred thousand 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 two hundred million users and more than one hundred thousand 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, you can bring out your best.

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 world.

SAP is committed to the values of Equal Employment Opportunity and provides 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: Careers@sap.com.

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Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements.

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

AI Usage in the Recruitment Process

For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process.

Please note that any violation of these guidelines may result in disqualification from the hiring process.

Requisition ID: 447495 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Management | Employment Type: Regular Full Time | Additional Locations: #