The Head of EMEA Custom Development Sales (f/m) is accountable to drive top line revenue,
creating above average business growth rate for Custom Development Services in EMEA, while
delivering a healthy contribution margin to the business. By doing so this colleague should also
align with license teams and education and other lines of business, while leading a number of
Custom Development Sales teams as part of the local Services Sales organizations. This
colleague will also work to align strategies, processes and programs for Custom Development
across EMEA, working closely with the Custom Development GTM organization as well as
market unit sales leaders. The reporting of the role is into the Head of EMEA Sales. This
colleague will not have any direct reporting line and the Custom development sales teams will
have a dotted line into him/her.
EXPECTATIONS AND TASKS
Strategic – lead the organization through change management processes. Set the direction to
support the broad business objectives and assure execution; take long term view on business
environment and establish the business model and direction to meet the evolving challenges.
Customer Satisfaction – assure the customer received appropriate value for their investment.
Manage the escalation process effectively to mitigate risk, share learnings in order to eliminate
for future customer engagements.
Operational – build and monitor informational channels including: dashboards, financial reports,
talent acquisition, and succession planning. Align resources to deliver the best results for the
organization, assure the best use of resources. Works with internal departments to design and
rollout Custom Development sales strategies, implementation strategies, and other methods to
improve business results.
Financial – accountable for Custom development bookings as well as profitability results.
Forecast and report revenue, booking, margin, business pipeline, headcount. Report on
business execution to budget and forecast.
Leadership and Development – facilitate career path and create a dynamic environment for
leaders to grow; support a growing business by recruiting, acquiring and developing talented
employees; coach and challenge employees to deliver results associated with business
objectives.
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES
Commit to success of customers, partners, colleagues and SAP
Act with integrity, treats others with respect, pursue personal expertise, and execute with
discipline
Approach each business opportunity with enthusiasm and personal commitment for achieving
Customer success
Proven capability to manage C-level relationships with our Customers or Partners.
Be a global player comfortable to work in virtual teams in an international environment
Ability to implement and manage change
BachFluent English is mandatory, other language is a plus
WORK EXPERIENCE
Proven record of success in sales of SAP solutions and services
Experience in sales leadership, demonstrated ability to navigate large organizations in a
virtual environment
Experience with large P&L
5-10 plus years of experience
SAP'S DIVERSITY COMMITMENT
To harness the power of innovation, SAP invests in the development of its diverse employees.
We aspire to leverage the qualities and appreciate the unique competencies that each person
brings to the company.