RVP Sales, High Growth West

We help the world run better

Our company culture is focused on helping our employees enable innovation by building breakthroughs together. 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. Apply now!

PURPOSE AND OBJECTIVES

 

The primary purpose of the RVP Sales position is to cultivate a culture, methodology, and operating rhythm focused on customer success resulting in consistently attaining targeted revenue and profitability goals. To accomplish these goals, the RVP of High Growth Sales must develop specific vision and strategy to ensure growth in High Growth customers, formulate objectives, performance standards and priorities for the Sales team and ensure that selling models facilitate market penetration.

 

EXPECTATIONS AND TASKS

 

• Sets vision and strategy for the sales team; develop specific industry and territory plans to ensure growth in all revenue streams.
• Work collaboratively with other internal teams within SAP, Line of Business, regional Sales teams, Marketing, Development, Center of Excellence, etc.
• Builds a network of executive relationships with key customers and partners that can be leveraged.
• Provide thought leadership in discussing and communicating company strategy with the virtual account team.
• Create process and/or assist account team in identification, pursuit, negotiation, closure and implementation of new opportunities.
• Develop and share an effective internal network.
• Conduct territory / account reviews with team members and virtual team.
• Manage territory and account assignment.
• Provide coaching and account strategy support throughout sales cycle(s).
• Facilitate individual growth and development.

 

SALES CULTURE

 

• High level of engagement and collaboration with the Partners/ecosystem in producing not only larger transaction, but volume consistency and quality of delivery, and output for the duration of the account lifecycle and engagement.
• Create an environment that celebrates and gives visibility to High Growth sales cycles and wins.
• Heavily market High Growth logo wins internally – underlining High Growth logos’ key role in SAP’s sustainability.
• Make the High Growth team a desired destination for recruiting and developing top talent.

 

PROGRAMS

 

• Build an internal brand around the High Growth practice and methodology. 
• Work across LOBs to provide a best practice ‘onboarding’ of a new logo – to ensure immediate customer success.
• Work across LOBs to build an optimized engagement strategy to ensure short/medium term success with balanced participation and contribution every quarter. 
• Define roadmap and lifecycle of incoming High Growth companies
• Capture best practices and revise overall methodology as the High Growth practice matures.
• Build a network of C-level relationships in key High Growth customers of diverse size– leverage relationship to understand the experience from the customer standpoint and hone our sales approach, onboarding and customer success roadmap moving forward.

 

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

 

• Bachelor’s degree required. Advanced degree preferred.
• Minimum of 10 years related business software sales experience.
• Diversified in all areas of business; driving sales, ops, marketing, etc., either at SAP or externally.
• High employee engagement, EQ recognition.
• Minimum of 2 years management experience in a fast-paced, consultative and competitive team-selling environment required.
• Must have expertise in consultative selling methodologies.
• Prior experience in business application software sales also required.

 Expectation is that successful candidate is located in the West Market Unit. 

 

 

We build breakthroughs together

SAP innovations help more than 400,000 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 200 million users and more than 100,000 employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team