Working closely with EMEA and Market Unit Sales, Industry and Solution teams, reporting to the Head of Enterprise Management Applications within the EMEA COO organization, the Solution Principal is responsible for driving success of his/her solutions across the EMEA region. A key responsibility will be to drive incremental pipeline and revenue by developing, planning and executing business development programs across selected Market Units. The ability to promote the value proposition of SAP’s solutions to customers, partners and internal stakeholders will be important, including supporting key deals and developing the virtual community for the solution. The solution Principal will leverage his/her solution knowledge, sales experience, internal network and methodological expertise to contribute in a very visible and highly responsible role to the overall field success of SAP EMEA.

Responsibilities and main tasks:

• Interlock with all Market Units to ensure a consistent go-to-market approach for the CFO offering with particular focus on the solution areas SAP Financials (incl. Financial Supply Chain Management) as well as SAP Governance, Risk & Compliance (specifically SAP Global Trade Services, SAP Environmental Health & Safety)
• Responsible for driving key ERP/CFO business development programs for SAP GRC across the EMEA market units.
• The role should work with Solution Management, Solution Marketing and the key Market Units within EMEA to define the target market and business development plan for the industry/solution in the region, then form a virtual team across the field organization and extended eco-system to execute the plan.
• The plan should include: trend scouting, demand generation, sales readiness and deal support.
• Set go-to-market strategy and focus for SAP Financials and Governance, Risk & Compliance solutions
• Form a virtual team across the field organization, solution management and the extended ecosystem e.g. partners, ISVs to execute the GTM strategy.
• Typical tasks will involve:
  • Working with Solution Management to understand our product roadmap and the relative strengths and weaknesses of our solution
  • Working with the Market Units to understand their strengths, weaknesses,
  • Working with Solution Marketing to ensure supporting collateral meets the needs of the field.
  • Working with partners and ISVs to incorporate into our GTM approach.
  • Enablement of Overlay sales, pre-sales and partners
  • Pipeline ownership, Key deal support and safeguarding.
• Safeguard core business and bring new solutions efficiently to market
• including roll out of ISV solutions, and identification of new potential ISV partners
• Effective concepts and programs for pipeline generation (e. g. Gearbox approach)
• Community Development initiatives and Knowledge sharing

Skills and competencies:

• Business process knowledge in governance, risk & compliance; auditor background a plus
• Solution expertise in one or more of SAP solutions in the area of SAP GRC
• Knowledge of complex sales processes and tactics for success
• Excellent organizational and program management skills
• Demonstrated ability to meet and exceed deadlines and a track record of achieving personal targets
• A self starter, with energy and drive and the ability to manage multiple priorities
• Ability to work effectively in a complex matrix environment with virtual teams of high-level professionals
• A consensus-builder and capable of utilizing his/her strong interpersonal, verbal, presentation and writing skills to successfully interact with SAP stakeholders and customers
• Ability to work in a multinational environment and willingness to travel within EMEA

Experience:

• 5+ years experience in Pre-Sales (Solution Sales) and / or Business Development roles with large, multi-national software/technology organization
• Audit background or Line of Business experience (Financial Department, CFO) a plus
• Proven track record of success (sales or consulting) in the selected solution area
• Knowledge of SAP operating procedures would be an asset

Language:

• Strong communication skills including writing and content development in English
• Other 1 or 2 European languages are a plus

Contact Person: Indulis Kreslins, indulis.kreslins@sap.com
Reference Code: EMEA_SP_01/18