We help the world run better
At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.

ROLE DESCRIPTION:

• The First Line Sales Leader
• South West is responsible for building and leading a world-class team that will sell SAP's solutions via value-based market penetration strategies in the defined Territories in the South West. Primary responsibility is to lead, coach, drive and develop a Team of account Executives as well as consistently attain targeted revenue and profitability goals.

EXPECTATIONS AND TASKS

Recruits a team of high-calibre sales talent, introduces strong sales processes, supports the development of a full pipeline of sales prospects, engages customers and Partners at the executive level, motivates the sales team, resolves conflicts, removes barriers and provides recognition in the pursuit and achievement of sales revenue and profitability

• Defines a vision and creates a winning strategy that draws upon the strengths of SAP and responds to specific market needs, generating competitive advantage on existing markets and developing consistent new revenue streams that will guarantee short and long-term achievements

• Develops and applies an in-depth understanding of SAP's processes/ procedures and sales tools/systems as well as the enterprise market, including industry, marketplace, strategies and trends, competitors and competitive tactics to develop an effective long-term sales strategy and plan

• Demonstrates an outstanding execution track record along the sales cycle, ensuring SAP's sales methodologies and common processes are in place and defining clear territory engagement guidelines

• Monitors and takes necessary measures to ensure an adequate pipeline of opportunities and demand generation for sustainable growth

• Utilises a disciplined approach for successful solution selling (value Centric Sales Approach), establishing and maintaining accurate, timely and documented sales revenue forecasting procedures, providing required updates to SAP executive management

• Builds a network of executive relationships across industry, community and business groups, and with key partners and customers to stay current on issues impacting business and sales, providing meaningful strategic advice to retain and grow their business through integrated solutions

• Stays current and informed on all new campaigns, understanding their objectives and relevance, communicating to the Sales team and ensuring all involved know the roles they play in making campaigns successful

• Supports the development of solid references

• Takes advantage of internal VAT (Virtual Account Teams) as well as development and support organisations, involving them on the early stages of the sales cycle and driving expected results

• Familiar with cloud post-sales processes and knowledge to assist customers in the successful deployment of SAP, including experience in programme governance

• Inspires and influences internal stakeholders, experts and other resources not under direct control, helping to remove obstacles and aiming goals achievement

• Drives each sales team member toward expected quarterly and annual sales objectives

• Facilitates alignment and effective communication within the sales team and internal/external key partners/customers,and promptly resolves any conflict to encourage harmonious and productive interaction

• Facilitates individual growth and development of the Sales team, setting objectives, performance standards and priorities, coaching and acting as role model on sales approaches and account leadership

• Embraces GCO Sales University, leveraging available tools and supporting people training initiatives

ADDITIONAL INFORMATION

• As a people manager, you are responsible for supporting the success of not only your direct reports but the success of all employees within the larger team you are a part by helping to identify development opportunities and supporting team members to achieve their goals. You are expected to know about the members of your extended team and share insights with your peer managers. Look for opportunities to coach and recognise employees directly and provide just-in-time feedback so that employees can reflect on your input immediately

• Applicants must hold Australian Citizenship due to customer requirements

• Role-based in Melbourne

• South West means Victoria, South Australia, Tasmania & Western Australia

WORK EXPERIENCE:

• Minimum of 5+ years of experience in sales of complex business software / IT solutions / Cloud in the South West Territory

• Proven track record in business application software sales

• Experience leading/ People Management experience in sales environment

• Demonstrated success with complex, long-cycle sales campaigns in a fast-paced, consultative and competitive market

• Demonstrate success in negotiating complex contracts

• Demonstrated knowledge of consultative selling methodologies

• Proven abilities in managing highly complex organisations and applying risk-mitigation strategies to customers

EDUCATION QUALIFICATIONS

• Bachelor equivalent

#SAPCSCareers

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.

For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

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: 442817 | Work Area: Sales | Expected Travel: 0 - 30% | Career Status: Management | Employment Type: Regular Full Time | Additional Locations: