RVP Sales, High Growth West

1 month ago

Palo Alto, California, United States SAP Full time

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 ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, we build breakthroughs, together.

We win with inclusion

SAP's culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.

SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility 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:

For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

EOE AA M/F/Vet/Disability:

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.

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

Requisition ID: | Work Area: Sales | Expected Travel: 0 - 50% | Career Status: Executive | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.

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