Sales Director Corporate Account Lead

6 days ago

Hong Kong, Central and Western District, Hong Kong SAR China SAP SE Full time

At SAP SE, we strive to bring out the best in our employees. Our company culture emphasizes collaboration and a shared commitment to helping the world run better.

As a people manager, you will play a key role in supporting the success of your direct reports and contributing to the overall growth of your team by identifying development opportunities and helping team members achieve their goals.

  • Main Responsibilities:
  • Lead a high-performing team in selling SAP solutions through aggressive and value-based market penetration strategies.
  • Recruit and develop a team of sales talent, introduce effective sales processes, support the development of a full pipeline of sales prospects, engage customers and partners at the executive level, motivate the sales team, resolve conflicts, remove barriers, and provide recognition in pursuit of sales revenue and profitability.
  • Develop and execute a winning strategy that leverages SAP's strengths and responds to specific market needs, generating competitive advantage on existing markets and developing consistent new revenue streams for short- and long-term achievements.
  • Foster an in-depth understanding of SAP's processes, procedures, and sales tools/systems as well as the enterprise market, including industry trends, competitors, and competitive tactics to develop an effective long-term sales strategy and plan.
  • Ensure outstanding execution throughout the sales cycle, ensuring SAP's sales methodologies and common processes are in place and defining clear territory engagement guidelines.
  • Monitor and take necessary measures to ensure adequate pipeline of opportunities and demand generations for sustainable growth.
  • Apply 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.
  • Evaluate business cases with clear and attractive ROI impact before presenting proposals.
  • Establish a network of executive relationships across industries, communities, 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.
  • Stay informed about new campaigns, understanding their objectives and relevance, communicating to the sales team and ensuring all involved understand their roles in making campaigns successful.
  • Support the development of solid references.
  • Promote team alignment towards expected market penetration and customer/partner satisfaction levels.
  • Leverage internal VAT (Virtual Account Teams) and development/support organizations, involving them in early stages of the sales cycle and driving expected results.
  • Influence internal stakeholders, experts, and other resources not under direct control, helping to remove obstacles and achieve goals.
  • Drive each sales team member towards expected quarterly and annual sales objectives.
  • Facilitate alignment and effective communication within the sales team and among internal/external key partners/customers, promptly resolving any conflicts to encourage harmonious and productive interaction.
  • Foster individual growth and development of the sales team, setting objectives, performance standards, and priorities, coaching and acting as a role model on sales approaches and account leadership.
  • Effectively manage remote resources, dedicating quality time and leveraging company resources.
  • Educate the team on GCO Sales University, leveraging available tools and supporting people training initiatives.

Required Skills and Qualifications:

  • Bachelor's Degree holder, Master's preferred but not mandatory.
  • At least 10 years of sales experience in the software industry, with 3 years of leadership experience minimum.
  • Strong track record of strategic/enterprise account sales in the software industry, assuming cloud deals.
  • Fluency in both Chinese and English.

Benefits:

We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for individual contributions, and a variety of benefit options for you to choose from.

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