• Chief Operating Officer Jobs in Singapore - 23857856

  • SAP Labs Pvt Ltd
  • Singapore
  • Save Job
  • 15 - 18 Years
  • Posted : 26 days ago

Job Description:

Chief Operating Officer - SAP Customer Experience,
City Singapore, 01, SG

Company SAP

Requisition ID 233510
Work Area Sales Operations
Expected Travel 0 - 50 PERCENT
Career Status Executive
Employment Type Regular Full Time

SAP started in 1972 as a team of five colleagues with a desire to do something new Together, they changed enterprise software and reinvented how business was done Today, as a market leader in enterprise application software, we remain true to our roots Thats why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all We believe that together we can transform industries, grow economics, lift up societies and sustain our environment Because its the best-run businesses that make the world run better and improve peoples lives

Position Profile

The Chief Operating Officer, SAP Customer Experience APJ is responsible for driving intense operational excellence and cadence, continuous improvement of sales productivity, sales performance execution, and quarterly/annual predictability, all while achieving revenue growth and profitability targets This is accomplished by adopting, implementing and inspecting standardized SAP franchise processes, methodologies and tools This senior sales executive with extensive customer facing sales cycle experience is accountable for the design and execution of Demand Generation Plans, integration into MU Demand Management Councils, and adoption of Franchise for Success elements appropriate for the SAP APJ CX organization This executive also has strong passion helping organizations to scale and grow through developing clear accountability for the roles and consistent monitoring of execution of those accountabilities The COO is also responsible for orchestrating Sales Enablement, and managing the Center of Excellence responsible for deal support, new product introduction and incubation Responsibilities also include managing the GTM planning and budgeting cycle and governing compensation plans and incentives together with exception handling The COO will also oversee presales engagement and performance coordinating with the global presales leadership team Additionally, this executive is responsible for a direct regional revenue number for SAP CX APJ and to tasked enable accelerated revenue growth through the roll out, adoption/ implementation and syndication of standardized processes

This executive provides overall leadership and direction to multi -functional organizations executing within effective and agreed upon governance models and contributing to continuous innovation and cost effective sales models

Primary performance goals include

Develop and execute the annual Go To Market plan and drive execution of plan through the calendar year
Drive regional top line revenue growth and bottom line operating margin improvement
Serve as the proxy for the regional leader
Maintain strong alignment with the field sales team and serve as an executive sponsor on key revenue opportunities each quarter
Direct responsibility of SAP APJs cloud and on-premise revenue
Drive synergies w/Regional Field Services, GB and Channels
Manage, control, and resolve customer escalations or failures to deploy
Adopt automation for efficiency where applicable
Eliminate functional duplication
Adapt to evolving business models and develop/design/sponsor the required models to support SAP CX APJ
Prepare the organization to scale for growth
Adopt and syndicate best practices/standards develop practices where required
Become immersed in developing standardize content and practices for competitive positioning, negotiation strategy, pricing strategy, and deal strategy

Key responsabilities

Drive Profitable Revenue Growth

Enable the Region to exceed annual performance targets

Develop, manage, and monitor the Q 1/Q 2 activities that deliver consistent and predictable performance
Align regional shared services resources to achieve profit targets
Develop the appropriate pricing strategies and innovations that allow SAP CX to leverage its size and scale for competitive advantage
Develop the plans to increase the negotiation skill and competencies of the sales teams and leaders
Serve as proxy for Regional Leader (ie manage, drive, negotiate, close sales opportunities in accordance with the value management solutions sales cycle approach; participation in ELT calls, 2nd in command activities) as required
Exceed Annual SW and Cloud Rev Targets across all customer segments
Exceed Annual Operating Income (Profit ) Target
Exceed Annual Customer Sat Target specifically NPS
Develop the organizational skills and capabilities that lead to consist revenue and profit growth

Demand Generation

Teach the organization how to build and maintain a qualified pipeline of regional sales opportunities; enable the conversion of pipeline to profitable revenue
Design and execute the Q 1/Q 2 practices the allow the SAP CX to enter each quarter with a rich, robust, and qualified pipeline that leads to consistent and predictable revenue performance
In partnership with Marketing, oversee cost effective pipeline generation for all segments of the business (Lead to Opportunity Conversion)
Drive the measurement and execution of targeted industry and solutions business plans/plays to grow pipeline and achieve revenue goals
Drive alignment between portfolio and regional portfolio business plans
Work with the Regional MUs to drive collaboration, coordination, and performance across SAP CX Innovations and key sales plays

Value Centric Sales Approach

Provide cost effective tools and scalable resources to help drive deal road mapping, business planning, solutions value blueprint and benchmarking/value content and assets for all customers
Drive the enablement and integration of new solutions and methodologies quickly through the organization
Enable the SAP Regional Sales force to leverage the right resources and assets at the right time to drive profitable revenue

Operational Excellence

Design and execute the Q 1/Q 2 practices the allow the SAP CX to enter each quarter with a rich, robust, and qualified pipeline that leads to consistent and predictable revenue performance
Develop organization wide capabilities that lowers the average deal cycle time, lowers the non-standard deal structures, and reduces the deal escalations
Ensure the AEs, VPs, and RVPs operate at the right level reflecting their role in the sales pursuit to maximize Win Rates and executive sponsorship of strategic deals
Foster open communication and coordinate across teams to clarify responsibilities, optimize resources and minimize duplication of effort
Build sustainable and efficient infrastructure tools & processes to avoid redundancy
Demonstrate innovation to reduce the level of manual activity explore and adopt more efficient approaches via automation/low cost alternatives, etc
Adopt and syndicate best practices/standards with heavy alignment and leverage of F4S
Demand accuracy in CRM, DMD, PHM and full leverage of standardized tools (not PowerPoint) for QBRs and Operational reviews

Profile Summary:

Employment Type : Full Time
Eligibility : Any Graduate
Industry : Software Services, Internet/Dot com/ISP
Functional Area : HR/PM/IR/Training
Role : Recruitment
Salary : As per Industry Standards
Deadline : 19th Apr 2020

Key Skills:

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