Requisition ID: 291513
Work Area: Sales
Expected Travel: 0 - 60%
Career Status: Professional
Employment Type: Regular Full Time

COMPANY DESCRIPTION

SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.

North America Director, Network Executive (SAP Business Networks)

Job Description Summary

The Network Director leads and supports the pipeline development, Client engagement and pursuit execution for SAP’s Direct Material & Network Supply Chain Cloud products. This position will focus on 1 to 2 market unit regions, and is charged with obtaining prospect and customer commitment to SAP programs through the success planning process, which includes obtaining upfront executive alignment and stakeholder excitement, analyzing spend and benchmark data, building a business case, defining a roadmap and obtaining executive buy-in. This role partners, with commercial leadership to identify opportunities, create account strategies, ensure coverage of strategic opportunities, and execute collaborative assessments for SAP Business Network centric sales opportunities. As part of structuring these programs for success, the role works closely with the SAP Customer Organization to ensure the plan for success includes a clear view on an outcome-based roadmap, as well as the right total cost of ownership needed to achieve those outcomes.

Area 1: Collaborate with the commercial organization to prioritize opportunities in region for SAP Direct Materials & SBN Network entry point focus. This includes SBN SCC, LBN and AIN offerings. Collaborate with other stakeholders such as Field Marketing and other regional account team members to shape the value proposition and innovation messaging for local marketing campaigns. Present Direct Materials and SBN Network products roadmap and current capabilities in prospective Client engagements and lead requirements gathering efforts to support acquisition of net new SBN Network Clients for SAP.

Area 2: Assume a leadership role in devising pursuit strategies in targeted opportunities – often by Industry and Stakeholder targeted (Supply Chain Collaboration, Logistics and Assets). Articulate value potential enabled by the Business Network solutions / technologies in strategic customers and net new pursuits. Ensure the highest level of quality of plans, recommendations and journey for success is practiced.

Area 3: Provide standardized approaches for our value based methodology that point to the SAP Business Network & Cloud Applications. Develop and nurture local reference customers in target industries as well as our partner community (SAP, SIs, etc). Identify and develop opportunities for business process transformation in the areas of Strategic Sourcing & Operational Procurement, Supply Chain execution. Profile a customer’s current maturity across various functions to identify the opportunity and cost to get to best-in-class. Develop associated business case for business process transformation. Drive executive meetings to obtain buy-in to the program through insightful solution options and a clear articulation of SAP’s domain expertise

Area 4: Drive the regional knowledge and process discipline that is required for obtaining stakeholder buy-in for the SBN in a manner that sets the stage for maximum adoption post sale. This includes painting the broadest vision to all areas of spending within corporate targets, establishing credible flight plans for enabling that spending on the SAP Business Network & Cloud Application (aligned to customer scope and value) and positioning the program for immediate enablement once the program kicks off.

Area 5: Take up leadership position in key Industry Clusters relevant to region. Support the corporate wide knowledge and practices at the Industry and Stakeholder level for the SAP Business Network and be a global leader in propagating such knowledge.

Key tasks include:

• Support & drive pipeline development and growth in the target region – partnering with regional sales VPs, AEs and Field Marketing in target regions. Accountable for demand program execution in Supply Chain Management as the primary focus.
• Focus on flawless execution of pursuits for opportunities in current and Q 1 and 2.
• Bring Supply Chain Management with associated best practices and Industry centric knowledge and processes to the front lines of the pursuits in target regions.
• Drive productivity of field through tools, (re-usable) content, and transferring knowledge and best practices in communities of practice
• Collaborate with ecosystem to close short-term revenue opportunities
• Monitor and influence the execution against plans by other stakeholders such as sales
• Act as trusted advisor for key customers during large “Channel Master” opportunities
• Ensure the highest quality customer deliverables with compelling value propositions are delivered in every engagement

Preferred Competencies

• Displays a strong understanding of best practice business processes related to Supply Chain Management/Logistics Orchestration.
• Brings deep industry process knowledge and “speak” in Industrial Machinery & Components, High Tech, CPG, Pharma, Chemicals or Automotive
• Ability to influences the opinions and decisions of clients using understanding of client’s organizational processes and best-in-class maturity
• Displays proactive communication (i.e., face-to-face meetings and phone calls are more frequent than emails)
• Speaks to and manages opportunities and accounts across all elements of a successful program (e.g., processes, systems, spend, structure, measures and incentives, people and culture)
• Targets, cultivates, and manages high-level client relationships (e.g. C-level, VP, or Director) to build influence and can intervene when a manager needs a senior presence
• Recognizes the service needs associated with a client-focused business model
• Applies a broad knowledge of Procurement, Payables and/or Supply Chain applications/solutions

• Familiar with the full spectrum of SAP Ariba’s services, as well as associated differentiators between Ariba’s and the competition’s offerings
• Tailors selling approach for diverse customer groups

Preferred Qualifications

• Experience in technology enabled business transformation projects
• MBA or similar advanced degree
• Demonstrated experience in successful service sales environment
• Excellent written and verbal communication skills
• Strong presentation and organizational skills
• Strong leadership and people development skills
• Strong business and financial acumen
• Ability to work in a team environment and share best practices regularly
• Adaptable management style to conform to the varied corporate cultures and organizational structures of our customers
• Strong problem solving ability
• The position will focus on customers located in North America.

Minimum Qualifications

• The ideal candidate will have deep experience in one or more of the following functional areas: Supply Chain Management, SAP centric MRP/Advanced Planning Systems (APS) or Non-SAP APS’s, Transportation Management.
• 10 years Practical Materials Management, Production Control or Manufacturing experience in industry or ex-SAP Consulting implementing the same processes.
• Strategy consulting experience at senior manager or principal level
• Ability to travel 40-60%

WHAT YOU GET FROM US

Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now.

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 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).

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

Additional Locations: Virtual - USA