SAP Industry Sales Manager - Energy H/F Job in Paris, France

Requisition ID: 155275

Work Area: Sales - Industries

Expected Travel: 0-60%

Career Status: Professional

Employment Type: Professional

Career Level: T4PM

Recruiter Name: Yann BELL

COMPANY DESCRIPTION

As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.

Global Job Profile

Global Job

Sales Manager - Energy Sector

Global Job Career Level

Manager

Job Profile

Sales Manager

Owner of

Global Job Profile

Approval Date:

Version:

Assigned Global Grades

Section A –Global Job Profile Key Elements (Mandatory)

Key Responsibilities & Tasks

Key Areas of Responsibility and Tasks

Responsible for building and leading a world class team that will sell SAP’s solutions via aggressive and value-based market penetration strategies.

  • Recruits a team of high caliber 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 create 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 enterprise market, including industry, marketplace, strategies and trends, competitors and competitive tactics to develop an effective long-term sales strategy and plan.

  • Demonstrates outstanding execution track along 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 adequate pipeline of opportunities and demand generations for sustainable growth.

  • Utilizes 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.

  • Ensures there is a proper business case with clear and attractive ROI impact, on each proposal SAP presents.

  • 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 Sales team and ensuring all involved know the roles the play in making campaigns successful.

  • Supports the development of solid references.

  • Drives team towards expected market penetration and customers/partners satisfaction levels.

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

  • 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 sales team and internal/external key partners/customers and promptly resolve any conflict to encourage harmonious and productive interaction.

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

  • Effectively manages remote resources, dedicating quality time and leveraging company’s resources.

  • Embraces Value University, leveraging available tools and supporting people training initiatives.

Competencies & Skills / SAP Values

Go here at https://portal.wdf.sap.corp/irj/go/km/docs/corporate_portal/Human%20Resources%20for%20SAP/Career%20Development/Global/Skills%20Database/Scales.doc to see explanations of the scales (1-4) for each Competency type.

Please also refer to the Sap Values & Passions at https://portal.wdf.sap.corp/irj/go/km/docs/corporate_portal/Global%20Communication%20for%20SAP/GLOBAL/Strategy/Corporate%20Strategy/documents/SAP%20Purpose%20and%20Values.pdf in the SAP Portal

SAP Competencies

Level (1-4)

Core Competencies

  • Customer Focus

4

  • Business Acumen

3

  • Innovative Thinking

3

SAP Employee Competencies

  • Challenge Complexity

3

  • Change Agility

3

  • Communication

3

  • Intercultural Sensitivity

2

  • IT Principles & data Security

2

  • Partner & Third Party Engagement

3

  • Quality Focus

3

  • Results Driven

4

  • Self Development

2

  • Teamwork & Collaboration

3

SAP Leadership Competencies

Level (1-4)

  • Execute for Success

4

  • Drive One SAP

4

  • Deliver Customer-Focused Innovation

3

  • Attract, Develop & Retain People

3

  • Champion the Strategy

3

  • Build Trust

3

Job Specific Competencies & Skills

Level (1-4)

  • Consultative Selling

3

  • Executives Communication

3

  • Negotiation Skills

4

  • Sales Industry Knowledge

3

  • Sales Process Acumen

3

  • Marketing & Sales

3

  • Financial Acumen

2

  • Business Planning

2

  • Managing Virtual Teams

3

Experience & Educational Requirements

Experience & Language Requirements

  • 15 years of experience in sales of complex business software / IT solutions

  • Proven track record in business application software sales.

  • Experience leading/managing in a team selling environment.

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

  • Demonstrate success negotiating complex contracts.

  • Demonstrated knowledge on consultative selling methodologies

  • Proven abilities on managing highly complex organizations and applying risk-mitigation strategies to customer

  • Business level English: Fluent

  • Local language: Fluent, Business Level

Education

  • Bachelor equivalent: yes

Professional Training & Certification

  • No mandatory requirements

Career Paths

Potential Next Vertical Career Step:

  • Business Unit Sales head

  • Industry Unit Sales head

Guideline for Next Vertical Career Step

  • Mentoring, Coaching

  • Demonstrate thought leadership beyond assigned team

  • Show strategic and broad, cross-LOB thinking

  • Support others to high performance

  • Show high growth potential

Potential Next Cross-Functional Career Steps:

  • Overlay Sales Manager

  • Product Management

  • Partner Management / Alliances

  • Marketing Management

  • Industry Management

  • Global Account Management

Section B – Board Area / LoB Additional Information (Optional)

Board Area / LoB specific Competencies & Skills

Additional Competencies & Skills

Level (1-4)

  • Account Management

3

  • Account Planning

3

  • Opportunity Management

3

  • Value Selling

3

  • Knowledge of Market & Competitors

3

  • Sales Industry Knowledge

3

  • Business Acumen Sales Product Solution Knowledge

3

  • Service Knowledge

3

  • Presentation skills

3

  • Systems & Tools

3

Board Area / LoB specific Key Success Factors

Quantitative

  • Software License Revenue and Maintenance Revenue

  • Solution License Revenue

  • Linearity of revenue

  • Forecast Accuracy

  • Pipeline Coverage / Pipeline multiple

  • Margin / Profitability / Operating Income

  • Average discount rate

  • Customer Satisfaction

Other:

  • Number of deals

  • Number of Directs meeting quarterly/annual quota

  • Number of Directs attending Winner’s Circle / Club

  • Percentage of opportunities identified and created

  • Percentage of opportunities co-selling with Field Sales

  • Number of opportunities closed with Inside Sales

  • Percentage of opportunities closed to win

  • Percentage of opportunities where the Business Partner is engaged

Qualitative

  • Self Development / Learning and Growth of team. Team promotions.

  • Activities demonstrating account / relationship management

  • Partner and 3 rd Party Engagement

  • Opportunity engagement of Business Partners

Board Area / LoB specific additional Requirements

Additional Requirements and Remarks

SAP Tool and Process:

  • Managing CRM

  • GAF Process

  • Pricing / QT

  • APM as a planning tool

  • Contract policies

Others:

  • Comply with all SAP personnel, sales, proposals and contract policies.

  • Comply with SAP Code of Conduct, local laws and regulations, as well as company’s processes and procedures.

  • Comply in a timely manner with all travel and expense policies.

Customer/Partner Interactions

External:

  • Customers

  • Prospects

  • Strategic Partners

  • Volume Partners

Internal:

  • SAP Executive Management

  • AEs

  • Inside Sales

  • Professional Services

  • Solution Engineers

  • Solution Advisors

  • Value Engineering

  • Contracts & Finance

  • Marketing

  • Training

  • Product Development

  • Proposal Management Team

Mobility

  • Ability and willingness to travel: yes

  • Business travel requirements: Country & Regional

SAP'S DIVERSITY COMMITMENT

To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable 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 (Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com , APJ: Careers.APJ@sap.com , EMEA: Careers@sap.com ). Requests for reasonable accommodation will be considered on a case-by-case basis.

Additional Locations: