HCM First Level Sales Manager South Region (ANZ)

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Solution Sales (SAP SuccessFactors)

Role Overview:

The HCM Sales Manager South Region is a First Line Sales Manager (FLSM) responsible for leading the SAP SuccessFactors and broader HCM Solution Sales business across Victoria Tasmania South Australia and Western Australia.

Reporting to the Head of SuccessFactors ANZ this role is accountable for executing the regional go-to-market strategy delivering revenue and pipeline targets and developing a high-performing team of HCM Solution Sales Executives aligned to the Southern states.

The role serves as the primary point of sales leadership for SuccessFactors in the South Region and acts as the first level of escalation for HCM Solution Sales activities. The HCM Sales Manager partners closely with Account Executives (AEs) partners presales and services teams to accelerate cloud HCM adoption and drive market share growth.

Key Responsibilities:

Sales Leadership & ANZ Market Execution

• Lead and execute the ANZ HCM go-to-market strategy with a strong emphasis on SAP SuccessFactors/HCM cloud solutions.
• Drive pipeline generation and revenue growth across net-new prospects and existing SAP customers within the South Region.
• Ensure consistent attainment of revenue consumed ACV and pipeline coverage against targets.
• Identify and prioritize key ANZ industries and accounts with high HCM transformation potential.
• Act as the first level of escalation for HCM-related sales matters internally and with customers.

SuccessFactors / HCM Solution Expertise

• Maintain strong functional and product expertise across the SAP SuccessFactors portfolio and broader HCM landscape.
• Position SuccessFactors as a strategic HR platform aligned to workforce trends and regulatory requirements within ANZ.
• Support Account Executives in shaping HCM value propositions tailored to C-level stakeholders (CHRO CFO CIO).
• Lead complex HCM sales cycles coordinating presales implementation consultants and partners to deliver compelling business cases.
• Ensure high-quality opportunity qualification competitive positioning and value-based selling.

Pipeline & Demand Generation

• Drive opportunity creation through targeted lead generation campaigns across prospects and installed base customers.
• Leverage digital demand programs (where applicable) to accelerate pipeline growth.
• Align closely with AEs when prospecting into existing accounts and initiating engagement strategies.
• Maintain an accurate and timely CRM pipeline with clear visibility into forecast and deal progression.

Team Leadership & People Development

• Recruit coach and develop a high-performing HCM Solution Sales team across ANZ.
• Build a culture of accountability collaboration and continuous improvement.
• Provide real-time coaching recognition and performance feedback.
• Identify development opportunities and support team members in achieving individual career goals.
• Foster knowledge sharing across the extended ANZ sales and partner ecosystem.

Career Level Expectations:

Accountability

• Accountable for annual revenue and strategic objectives for the ANZ HCM business.
• Builds and executes operational plans aligned to the regional strategy.
• Manages team resources to deliver business-critical and innovative outcomes.
• Oversees a defined budget and ensures effective allocation of sales investment.

Complexity

• Makes day-to-day operational decisions impacting the ANZ HCM business.
• Works cross-functionally within a matrixed organisation.
• Applies deep HCM and SuccessFactors expertise to strategic and tactical activities.

Communication

• Builds strategic relationships with senior decision-makers within customer and partner organisations.
• Represents SAP in executive-level customer engagements across ANZ.
• Communicates clear objectives strategies and expectations to the team.
• Handles challenging conversations constructively and transparently.
• Encourages open dialogue collaboration and diverse viewpoints.

Experience & Qualifications:

Experience

• Proven experience in direct sales and sales management including territory planning within the ANZ market.
• Extensive experience selling business applications cloud solutions or enterprise IT platforms.
• Strong preference for experience in SAP SuccessFactors or HCM-related solutions.
• Demonstrated success selling to C-level executives (CHRO CFO CIO).
• Proven track record of capturing and expanding market share in a competitive environment.
• Experience operating effectively in a matrixed partner-driven organisation.

Soft Skills

• Ability to articulate the business value of HCM transformation initiatives.
• Strong opportunity qualification and prioritisation skills.
• Excellent verbal written and presentation skills.
• Strategic thinker with strong execution discipline.

Education

• Bachelors degree in HR Business Engineering Technology or a related field.

Professional Training & Certification

• Completion of formal sales methodology training preferred.
• SAP SuccessFactors or HCM-related certifications are advantageous.

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 deserves. At SAP you can bring out your best.

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Requisition ID: 447495 Work Area: Sales Expected Travel: 0 - 10% Career Status: Management Employment Type: Regular Full Time Additional Locations: #LI-Hybrid