Head of Finance & Spend Management, India

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Position Overview

The primary purpose of the Head of Finance and Spend Management for India is to lead drive manage coach and develop a team of Finance and Spend Management Solution Sales Executives to consistently attain targeted revenue and profitability goals and set the vision and strategy for the sales team. To accomplish these goals the Head of Finance and Spend Management must develop specific territory plans to ensure growth in all revenue streams formulate objectives performance standards and priorities for the sales team and ensure that the selling models facilitate market penetration.

Finance & Spend Portfolio within SAP includes:

• Cloud ERP: S4 HANA Public
• Office of CFO Multiple solutions
• Procurement Ariba & Fieldglass
• Travel & Expense Concur

What You Will Do

Lead a team of high-caliber sales talent introduce strong 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 the pursuit and achievement of sales revenue and profitability.

Work collaboratively with other internal teams within SAP Industry Sales teams Marketing Development Center of Excellence Solution Advisory etc. Be the overall Market Unit for all matters related to Finance & Spend Solutions within SAP. This leader is the goto person for all team members across different functions for all matter pertaining to the LoB.

• The leader has complete ownership of the customer through out the customer journey. He uses the broader team in the market and within the LOB drive customer success. He/She is responsible for the Pipeline New & Upsell bookings Renewal and overall customers adoption of the solution.

Define a vision and create a winning strategy that draws upon the strengths of SAP and responds to specific market needs generates competitive advantage on existing markets and develops consistent new revenue streams that will guarantee short and long-term achievements.

Develop and apply an in-depth understanding of SAPs 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.

Demonstrate an outstanding execution track along sales cycles ensuring SAPs sales methodologies and common processes are in place and define clear territory engagement guidelines.

Monitor and take necessary measures to ensure an adequate pipeline of opportunities and demand generation for sustainable growth.

Utilize a disciplined approach for successful solution selling (value Centric Sales Approach) establish and maintain accurate timely and documented sales revenue forecasting procedures and provide required updates to SAP executive management.

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

Build 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 and provide meaningful strategic advice to retain and grow their business through integrated solutions.

Stay current and informed on all targeted sales plays understand their objectives and relevance communicate to the Sales team and ensure all involved know the roles they play in making sales plays successful.

What You Bring

Successful experience leading/managing in a team selling environment

10 years of experience selling to Procurement and/or Finance Solutions to C-suite stakeholders. (Finance Spend and Supplier Management working capital management GRC and QTC Solutions)

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

Demonstrate success negotiating complex contracts.

Demonstrated knowledge of consultative selling methodologies

Proven abilities in managing highly complex organizations and applying risk-mitigation strategies to the customer.

Bachelors degree in Finance business Information Technology or a related field preferred

Meet Your Team

Join a dynamic team of enthusiastic Solution SellersValue & Solution Advisors Customer Success and Consulting team members committed to challenging the status quo and bringing innovative technology to the forefront of Finance & Spend Management transformation initiatives.

Bring out your best

SAP innovations help more than four hundred thousand 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 two hundred million users and more than one hundred thousand 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 SAPyou can bring out your best.

We are ethical and compliant

Our leadership credo: Do whats right. Make SAP better for generations to come. We believe that great leadership extends far beyond the mere pursuit of business goals. We value and foster leadership that is driven with purpose and integrity. Our leaders are role models who uphold SAPs values and shape SAPs culture of integrity by demonstrating and championing ethical and compliant behavior towards all stakeholders.

We win with inclusion

SAPs 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: 430436 Work Area: Sales Expected Travel: 0 - 10% Career Status: Management Employment Type: Regular Full Time Additional Locations: #LI-Hybrid.