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The Head of Business Technology (BTP) in Southern Europe is a sales manager who leads the end-to-end customer journey for this solution area. He/She is responsible for defining the Southern Europe customer success plan and execution with a specific focus on revenue growth. This leader ensures preparedness for the upcoming quarters, demand creation, demand consumption, pipeline progression, and renewals along with in-quarter sales execution. This includes a strong focus on net new business and expansion opportunities.

He/She is also expected to create a transformational mindset culture as SAP continues its journey to become a top-performing cloud company. The ideal candidate will be a proven leader with deep BTP domain expertise (leveraging the holistic SAP sales force to drive sales of BTP) and knowledge of developing and maintaining customer relationships along all phases of the customer journey.

 

Your Key Responsibilities Include:

 

Solution and Portfolio Strategy Define and execute a Regional BTP strategy and winning plans for GTM. Be a thought leader and solution influencer, internally and externally, acutely aware of customer needs, market trends, and competitive threats. GTM and Operational Planning Prepare and deliver the annual business and GTM plan for BTP together with key stakeholders. Define BTP specific sales plays and define solution content and demo requirements. Partner to define enablement needs and support the creation of learning plans to upskill and develop talent. Steering & Business Execution Define HC capacity and skill specialization requirements across key stakeholders. Define demand management priorities and continually monitor and track pipeline creation against regional targets. Strategically support the development of accounts and deals.

The Head of BTP in Southern Europe will be responsible for the BTP Solution Sales team in Spain, Portugal, Greece & Cyprus, Israel and Turkey. His/her mission will be to:

Drive the end-to-end customer value journey and have a focus on consumption on BTP Cloud services. Drive the broad evangelism of SAP’s BTP solutions to the Southern European marketplace, including all aspects of BTP strategies (revenue planning, incentives, training, and enablement). Ensure this team is a disciplined and professional sales organization focused on revenue growth, profitability, and a solution-selling approach aligned to the GTM coverage model.

Adittionally, he/she will collaborate with the following Southern Europe teams to achieve end to end customer excellence:

 

BTP Customer Advisory (CA)

Collaborate with the BTP CA team and its execution of the BTP customer and solution strategy, including Demand Generation team. Together with CA Head for Southern Europe, ensure a high state of readiness to support sales team in addressing customer challenges and showcasing the value of SAP solutions.

BTP Customer Success Managers (CSM)

Collaborate with the BTP CSM team to drive mutual success across the customer value journey. Together with CA Head for Southern Europe, ensure a successful engagement model by providing customers with a post-sales leadership contact focused on the successful consumption of BTP.

KPIs

Solution Area Net Bookings. Consumed ACV. Pipeline strength & conversion rate. Organization & Workforce Health.

 

Experience

Customer Focus: Well-respected, proven leader with a strong focus on the Customer and its success. In-depth understanding of the SAP BTP, the wider market, and the differentiators which SAP can leverage for success. Leadership: Track record of solid line and dotted-line organization management manifested by high leadership trust scores and employee engagement scores. Culturally aware with an appreciation and understanding of how to best engage and solution across the Southern European market. Business Performance: Ability to facilitate and/or directly deliver non-linear top-line growth; track record engaging with customer-facing, sales, services, support, or customer engagement organizations. Demand: Experience driving results through a multi-faceted, out-quarter, and multi-year demand landscape.

 

Language Requirements: Fluent Spanish and English

 

Location: Madrid or Barcelona

 

#SAPCSCareers

 

​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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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: Careers@sap.com
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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: 424449  | Work Area: Sales  | Expected Travel: 0 - 10%  | Career Status: Management  | Employment Type: Regular Full Time   | Additional Locations: #LI-Hybrid.