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SAP – Bangalore, Karnataka – Requisition ID: 108594 Work Area: Sales Expected Travel: 0 – 50% Career Status: Executive Employment Type: Regular Full Time COMPANY DESCRIPTION As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably. Head – Platform and Technology – India Purpose and Objectives The Head of Platform and Technology is responsible for managing SAP’s Platform and Technology portfolio across India. Platform & Technology Solutions consist of Analytics, Mobility, Database and Technology Solution portfolios. The Platform and Technology also plays a critical role in incubating and integrating acquisitions into SAP and is a major growth engine within SAP. Reporting to the Managing Director for India, the Head is a key leadership and sales leadership role in India and is a member of the Senior Executive Team for India. The role also has an indirect reporting line to the SVP Database and Analytics, APJ. Expectation and Tasks The primary task of the Head is to consistently build pipeline, attain targeted revenue and profitability goals and set the vision & strategy for the Platform and Technology portfolio sales teams. In order to accomplish these goals, the Head must develop specific go to market plans to ensure growth in all revenue streams, formulate objectives, performance standards & priorities for the Sales team and ensure that selling models facilitate market penetration. The Head manages and delivers results in a highly matrixed environment and through influence of indirect sales teams. 1) GTM Strategy: Differentiate SAP in the market through development of compelling new revenue streams for SAP based on big data applications. Align closely with SAP engineering, industry teams, sales, partners and customers to ensure that this strategy offers value for customers and partners as well as enables SAP to meet our Platform & Technology Solutions goals from a market and revenue perspective. 2) GTM Execution: Oversee all aspects of go to market execution for the SAP’s Platform & Technology Solutions to include solution strategy development, revenue plan definition, pricing/packaging, competitive positioning, GTM strategy and execution, solution positioning and use case development, pipeline generation strategy, deal support, market evangelism, and customer/partner adoption and success. 3) Evangelism & Deal Support: Significant focus on customer and market facing activities to drive customer sales and to enable the field and partners to scale in selling SAP’s Platform & Technology Solutions. Education and Qualifications/Competencies and Skills A minimum Bachelors degree in related fields (Business / Engineering or Technology or other relevant discipline)is essential and further post graduate qualifications would be well regarded. Proven ability to build pipeline and execute to deliver on revenue targets Demonstrated ability to execute and lead in a highly matrixed environment Extensive sales leadership experience with business applications and/or IT solutions; experience selling to CXOs Collaborative style and ability to work in a networked organization with virtual teams Strong Team Leadership: Effectively develop and lead a team to drive results under tight timeframes and of high quality. Assert ideas and persuades others; mobilizes people to action. Act as a catalyst for change and continuous improvement. Lead by example. Executive Presence: Deliver clear, convincing and well-organized presentations. Project credibility even in highly visible and/or adversarial situations. Expert business knowledge of the Big Data market, including knowledge of big data business applications based on in memory, data warehousing and predictive analytics technologies. Experience in pricing, packaging, and taking solutions to market Competitive knowledge of Big Data and Data Warehousing application solutions from vendors such as Teradata, Oracle Exadata, IBM and Microsoft. Proven track record of capturing and growing customer and market share in a profitable manner 10+ years experience in sales and sales management (Direct Sales) Successful people management experience Fluent in English 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. SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable 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 (Americas: or , APJ: , EMEA: ). Requests for reasonable accommodation will be considered on a case-by-case basis. Additional Locations: No Selection… – Permanent – Full-time
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Head of Platform and Technology - India Job
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