SAP RVP Sales West Job in Palo Alto, California
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.
PURPOSE AND OBJECTIVES
The RVP, West Sales will be responsible for effectively defining and implementing the appropriate sales strategy across the West Market Unit. The successful candidate will effectively grow, mentor and lead a world-class sales organization and contribute to the overall leadership and strategy of SAP.
EXPECTATIONS AND TASKS
• Lead and manage all sales activities for the West Market Unit, defining the
appropriate go-to-market strategy and executing against an aggressive plan to increase
revenues and grow market share. This will include building an effective sales process,
execution strategy, sales organization and partner ecosystem around a “hybrid model” that
includes standard products, custom software development, cloud and services.
• Provide thought leadership, in terms of revenue-generating ideas and solutions, as well
as effective planning and forecasting of sales results with a consistent record of
• Manage the appropriate levels of integration with the SAP AG development organization
to effectively influence the timing and delivery of industry-specific solutions demanded by the
• Provide strong leadership in the recruitment, training and development of top-quality
talent to ensure highest levels of performance and productivity.
• Serve as the key point of contact with West customers of SAP Americas,
thereby developing and maintaining strong relationships with strategic partners, key customers
and members of the sales team.
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES
Within this broad experience framework, the ideal candidate will have demonstrated the
• Results Orientation: The ideal candidate will identify and meet ambitious performance
benchmarks, driving for results with a positive impact on SAP’s image and position in the
enterprise software market on a consistent basis and under the full range of
market and economic conditions. This person will be able to point to a pattern of continuously
introducing substantive improvements that have significant bottom line impact.
• Influencing Skills. He/she must possess the executive presence, credibility and tenacity
to successfully influence the broader SAP organization, including the development and product
marketing organizations, so that the right solutions are brought to market in a
timely manner. Therefore, he/she will be someone who invests in building relationships with
others and uses the informal structure and culture of an organization to get things done. This
individual will bring people together across organizational boundaries to achieve results as a
team and share best practices. This person will also demonstrate the personal flexibility to adapt
and compromise when necessary, while actively contributing new innovative thinking to the
• Team Leadership: The successful candidate will be responsible for building and
mentoring a high-caliber team. He/she must be able to identify and fill any talent gaps, and
must mentor and develop team members so that there is a robust talent pipeline within the
group. The individual must have demonstrated the capabilities to inspire and earn the respect
of his/her people, and the interpersonal skills required to provide effective feedback, both
positive and negative. They should be able to show they have made both “good hires” and
have made the difficult decisions necessary to remove those who do not deliver the necessary
performance. Additionally, the ideal candidate is a sales leader who involves his team actively
in establishing sales benchmarks, brainstorming strategies for success, and holding each other
to a consistent standard of excellence.
• Customer Impact: The ideal candidate will leverage his/her knowledge of the customer’s
perspective to anticipate requirements and to tailor competitive. He/she will have demonstrated the ability to establish strong executive relationships at the senior-most levels in customer organizations leading to a demonstrable track record of increasing sales and partnership value creation. He/she will have the proven ability to influence, build rapport, and gain credibility with both business and technology executives.
• Market Knowledge: The ideal candidate will extend his/her contextual knowledge of the
enterprise software market, understand market trends to ensure market
share gains for SAP through strategic selling well enough to identify creative business solutions
to customer problems, and identify emerging opportunities and maintain effective client
The ideal candidate will have 15 or more years of experience selling complex enterprise
software and/or IT solutions to leading organizations. In addition, he/she will have direct experience building an effective sales process, organization and execution model around a “hybrid model” covering
standard product, custom software development, cloud and services, as well as experience
building and managing a sales strategy inclusive of strategic Partners. This role is within one of
SAP’s highest growth potential segments and offers an expanding product portfolio. Therefore,
this individual must have the ability to build deep relationships and creatively identify and drive
opportunities to deliver value and business solutions, including the ability to gain credibility and
build relationships quickly with key customer and industry contacts.
This executive will have demonstrated his/her ability to aggressively grow a technology services
or enterprise software business, as well as a focus on high-end solutions. This will be evidenced by not merely growing with the market but by leading an organization to profitably gain market share and grow faster than competitors. This individual should have a strong sales leadership background and must possess true executive level leadership capabilities with a proven grasp of overall business segment success and ability to work with the appropriate development and delivery resources. Personally, the successful candidate will exude confidence, inspire teamwork and collaboration, and be seen as a good
coach, mentor and advocate.
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 HR Direct (Americas: email@example.com , APJ: firstname.lastname@example.org , EMEA: email@example.com ). Requests for reasonable accommodation will be considered on a case-by-case basis.
EOE AA M/F/Vet/Disability:
Qualified applicants will receive consideration for employment without regard to their race, color, religion, national origin, sex, sexual orientation, gender identity, protected veteran status or disability.
Additional Locations: Virtual - USA