SAP Hiring for Managing Director – Concur India at South Malviya Nagar, Delhi Full Time

Our company culture is focused on helping our employees enable innovation by building breakthroughs together. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from. Apply now!

The role

As market leader in enterprise application software, SAP Concur 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 Concur applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.

SAP Concur’s vision for companies of all sizes is to become best-run businesses. In today’s challenging business environment, best-run companies have clarity across all aspects of their business, which allows them to act quickly with increased insight, efficiency, and flexibility. By using SAP Concur solutions, companies of all sizes – including small businesses and midsize companies – can reduce costs, optimize performance, and gain the insight and agility needed to close the gap between strategy and execution.

We are looking for a Managing Director (MD) for India to lead, grow and drive the business in India. The overall job purpose of the MD is to build and lead a world class capability and team which will spearhead the SAP Concur growth in India. Success in the role will be evidenced by properly forecasting and achieving significant revenue growth, and significantly increasing the value of sales to large strategic accounts.

The MD will define, develop, grow, and scale the India business in a way which draws upon the strengths of SAP Concur and responds to specific market needs in each country, generating competitive advantage in existing accounts and developing consistent new revenue streams that will guarantee short and long-term achievements.

The MD will develop and apply the SAP Concur processes and sales methodologies, as well as importing his/her own knowledge and experience of the client base in India, the Enterprise and Mid- market segments and personal network to develop and execute an effective long-term sales strategy and plan. This is a strategic hire, and the candidate has a key role to play in both the SAP India and SAP APJ Concur leadership teams.

The MD will build up the capability to ensure that all efforts are focused on improving commercial performance in the region (go to market, route to market, operational excellence, client, and partner relationships). Clearly this individual must be equipped to play a significant role in representing SAP to the outside world.

Requirements

Demonstrate outstanding execution track record along sales cycle, ensuring SAP Concur’s sales methodologies and common processes are in place and defining clear territory engagement guidelines.

Monitors and takes necessary proactive measures to ensure adequate pipelines of opportunities and demand generation for sustainable growth.

Utilize a disciplined approach for successful solution selling (Value Centric Sales Approach), establishing and maintaining accurate, timely and documented sales revenue forecasting procedures, providing required updates to both SAP Concur’s and SAP India executive management teams.

Ensure there is a proper business case with clear and attractive Return On Investment (“ROI”) impact, on each proposal SAP Concur presents.

Build a network of executive relationships across industry, community and business groups, and with key partners and customers stay abreast of issues impacting business and sales, providing meaningful strategic advice to retain and grow their business through integrated solutions.

Stay current and informed on all new campaigns, understanding their objectives and relevance, communicating to the Sales teams, and ensuring all involved know the roles to play in making campaigns successful.

Bring SAP Concur’s global strategies alive across the region and be the conduit between global and MU leaders.

Responsible, together with India CEE leader, for customer retention.

Support the development of solid references.

Accountable for leading and facilitating an adequate governance model that will leverage cross line of business efforts.

Alignment with SAP India President’s strategies and goals.

Take advantage of internal account teams as well as development and support organizations, involving them on the early stages of sales cycles and driving expected results.

Inspire and influence internal stakeholders, experts and other resources not under direct control, help remove obstacles and aiming goals achievement.

Guarantee that each sales team member will deliver on expected quarterly/annual sales objectives.

Recruit, develop, train and motivate a group of high achieving A-players.

Facilitate alignment and effective communication across all teams, partners and customers and promptly resolve any conflict to encourage harmonious and productive interaction.

Facilitate individual growth and development of regional teams, setting objectives, performance standards and priorities, coaching and acting as role model on sales approaches and account leadership.

Effectively manage remote resources, dedicating quality time and leveraging company’s resources.

Embrace Value University proposal and requirements, leveraging SAP’s available tools and supporting people training initiatives.

Experience

The ideal candidate must be an accomplished senior leader, with sound reputation, gravitas with consistent successful track record in achieving stretch goals with strategic accounts, in a complex and culturally challenging region.

A profound market understanding in strategic and consultative sales, with the ability and credibility to engage the client’s “C-Suite” and winning their trust and consequent business.

Expert in the IT industry (prime targets being IT Consulting, system integrators of scale and global software companies) and knows how to demonstrate outstanding business knowledge

Knowledgeable in the Enterprise Solutions Sales and Services industry, ERP solutions knowledge, Mobility, Travel & Expense Management and in-memory platforms, and Cloud services. Track record will be important as well as traction with Global Strategic accounts.

Well developed strategic skills to drive Sales and Marketing and go-to-market improvement.

Has experience in growing a business in a relatively short timeframe and with aggressive growth targets; proven track record to build a team and capability.

Demonstrated ability to work effectively within complex organizations with the knowledge of how to successfully navigate issues with imaginative and winning solutions

Proven track record of growing high performing teams as well as managing, coaching and guiding teams in a matrix organisation.

Skills and competencies

Strong intellectual capabilities to take business and strategic leadership.

Sound entrepreneurial attitude.

Extensive hands-on management experience in a multi-national environment.

Demonstrated ability to win others and to align with peers and colleagues across a large territory.

Is organizationally agile; can navigate a complex organization to reach a goal or objective.

Is culturally-savvy, has experience working across borders, deals easily with individuals from different cultures and backgrounds.

The success of the candidate is dependent on the ability to influence people. Strong communications skills and charismatic personality are pre-requisites.

High potential to further grow and develop within the organization.

We are SAP

SAP innovations help more than 400,000 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 200 million users and more than 100,000 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, we build breakthroughs, together.

Our inclusion promise

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: Americas: [email protected] or [email protected], APJ: [email protected], EMEA: [email protected].

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:324881 | Work Area: Sales | Expected Travel: 0 – 20% | Career Status: Executive | Employment Type: Regular Full Time |