Mid-Market and Channel Head - Francophone Africa
Key Responsibilities & Tasks
The Mid-Market & channel Head is responsible for focusing on complex sales engagements which are mainly partner-driven in the MM-segment. he/she is leading the business with his/her team of PBMs/iPBMs, TSMs, MSEs and Digital SMEs and in conjunction with RISE champs, Pre-Sales, Marketing, Operations, and ILSL Team.
The Mid-Market & channel Head covers opportunities in partner- / SAP-accounts above a specific revenue threshold defined in the GTM-setup of the MU.
The objective is to coach his/her team on working very closely with partner-sales teams on building a productive pipeline as well as maximizing the revenue via active engagements on selected opportunities.
Main Responsibilities :
Drive the sales team to build solid and healthy pipeline for CQ and CQ+1 in alignment with COO team
Ensure the linearity is at the heart of business planning across his/her team on weekly rhythm
Lead the full team in order each team member deliver his quota on quarterly basis
Act as role model for compliance within the team and with the partner ecosystem and define a training plan in order to keep compliance at top of mind every team member and every partner
Coach PBMs on Partner Business Planning for the territory covered; Identifies potential partners to recruit to meet capacity requirements in collaboration with respective Channel Recruiting expert. Builds business case to present partner value proposition (including economic value prop)
Responsible for creation, monitoring and review of Business Development activities. Executes innovative approaches to generate business and executes either directly or via the team Participates and actions taking on responsibility for KPI achievement
Supervises coaching of partner sales reps to interact with prospects in large or complex SW deals in order to position the value of the respective SW or industry solution as supported by ROI, business case development, references, and supporting analyst data.
Takes on responsibility for a high conversion rate between pipeline to deal closure, shortening of the sales process and improvement of win rate in order to achieve real volume business. Be an expert on the competition with their assigned geography. Understand competitive threats (e.g., how to beat the competition).
Drives deal closure through his/her team, especially with regard to participation of new partners that had no business with SAP in the territory before (even though they might be existing SAP partners).
Drive business with the following resources :
Partner demand generation plan to build a business pipeline partner competency plan to ensure partner resources are trained on the latest solution and sales content, partner resource utilization plan so partners have full access to and are utilizing SAP tools and methodologies presales coaching plan for existing and new partners
Generally, will be focused on working closely with his/her team to close business in order to achieve their quotas on monthly basis.
Leadership / People Development
Leads and ensures measurable team results.
Ensures that targets for individual team members are carefully adjusted to industry and solution potential.
Ensures professional development by providing on the job coaching and access to SAP sales readiness offerings (e.g., trainings), resulting in high employee satisfaction and increased sales readiness for all individuals in his/her area of expertise (solid and dotted line).
Manages productivity of all team members.
Provides active coaching to improve performance.
Initiates recruiting and drives evaluation process of new team members in the light of coverage needs.
Additional Information
As a people manager, you are responsible for supporting the success of not only your direct reports, but the success of all employees within the larger team you are a part by helping to identify development opportunities and supporting team members to achieve their goals.
You are expected to know about the members of your extended team and share insights with your peer managers.
Look for opportunities to coach and recognize employees directly and provide just-in-time feedback so that employees can reflect on your input immediately.
Experience & Language Requirements
Profound knowledge in several solution areas such as e.g., RISE, BTP, ByD, ARIBA, CX and in a certain industry i.e., Retail, Pharma, Automotive, PS
Minimum 10 years experience in sales at least 5 in sales management (Direct Sales and Channel Sales)
Knowing or having successful experience in multi-channel go to market models
Understanding the principles of solution selling through and with Partners
Min 5 years successful people management experience
Industry Expertise
Ability to create and deliver on strategic plans
Local market knowledge and understanding
Knowledge of ERP market
Native French Speaking
Business level English
Business level local language
Experience in SME/Volume territory Business
Local market knowledge and understanding
Education
Bachelor equivalent
Master equivalent.
Lieu de travail
Maroc
Date d'expiration
07 Mai
Niveau de poste
Manager / Responsable département| Confirmé / Expérimenté
Secteur d'activité
Services
Niveau d'étude (diplome)
Licence (LMD), Bac + 3| Master 2, Ingéniorat, Bac + 5
Nombre de postes
01
Type de contrat
CDI
The Mid-Market & channel Head is responsible for focusing on complex sales engagements which are mainly partner-driven in the MM-segment. he/she is leading the business with his/her team of PBMs/iPBMs, TSMs, MSEs and Digital SMEs and in conjunction with RISE champs, Pre-Sales, Marketing, Operations, and ILSL Team.
The Mid-Market & channel Head covers opportunities in partner- / SAP-accounts above a specific revenue threshold defined in the GTM-setup of the MU.
The objective is to coach his/her team on working very closely with partner-sales teams on building a productive pipeline as well as maximizing the revenue via active engagements on selected opportunities.
Main Responsibilities :
Drive the sales team to build solid and healthy pipeline for CQ and CQ+1 in alignment with COO team
Ensure the linearity is at the heart of business planning across his/her team on weekly rhythm
Lead the full team in order each team member deliver his quota on quarterly basis
Act as role model for compliance within the team and with the partner ecosystem and define a training plan in order to keep compliance at top of mind every team member and every partner
Coach PBMs on Partner Business Planning for the territory covered; Identifies potential partners to recruit to meet capacity requirements in collaboration with respective Channel Recruiting expert. Builds business case to present partner value proposition (including economic value prop)
Responsible for creation, monitoring and review of Business Development activities. Executes innovative approaches to generate business and executes either directly or via the team Participates and actions taking on responsibility for KPI achievement
Supervises coaching of partner sales reps to interact with prospects in large or complex SW deals in order to position the value of the respective SW or industry solution as supported by ROI, business case development, references, and supporting analyst data.
Takes on responsibility for a high conversion rate between pipeline to deal closure, shortening of the sales process and improvement of win rate in order to achieve real volume business. Be an expert on the competition with their assigned geography. Understand competitive threats (e.g., how to beat the competition).
Drives deal closure through his/her team, especially with regard to participation of new partners that had no business with SAP in the territory before (even though they might be existing SAP partners).
Drive business with the following resources :
Partner demand generation plan to build a business pipeline partner competency plan to ensure partner resources are trained on the latest solution and sales content, partner resource utilization plan so partners have full access to and are utilizing SAP tools and methodologies presales coaching plan for existing and new partners
Generally, will be focused on working closely with his/her team to close business in order to achieve their quotas on monthly basis.
Leadership / People Development
Leads and ensures measurable team results.
Ensures that targets for individual team members are carefully adjusted to industry and solution potential.
Ensures professional development by providing on the job coaching and access to SAP sales readiness offerings (e.g., trainings), resulting in high employee satisfaction and increased sales readiness for all individuals in his/her area of expertise (solid and dotted line).
Manages productivity of all team members.
Provides active coaching to improve performance.
Initiates recruiting and drives evaluation process of new team members in the light of coverage needs.
Additional Information
As a people manager, you are responsible for supporting the success of not only your direct reports, but the success of all employees within the larger team you are a part by helping to identify development opportunities and supporting team members to achieve their goals.
You are expected to know about the members of your extended team and share insights with your peer managers.
Look for opportunities to coach and recognize employees directly and provide just-in-time feedback so that employees can reflect on your input immediately.
Experience & Language Requirements
Profound knowledge in several solution areas such as e.g., RISE, BTP, ByD, ARIBA, CX and in a certain industry i.e., Retail, Pharma, Automotive, PS
Minimum 10 years experience in sales at least 5 in sales management (Direct Sales and Channel Sales)
Knowing or having successful experience in multi-channel go to market models
Understanding the principles of solution selling through and with Partners
Min 5 years successful people management experience
Industry Expertise
Ability to create and deliver on strategic plans
Local market knowledge and understanding
Knowledge of ERP market
Native French Speaking
Business level English
Business level local language
Experience in SME/Volume territory Business
Local market knowledge and understanding
Education
Bachelor equivalent
Master equivalent.
Lieu de travail
Maroc
Date d'expiration
07 Mai
Niveau de poste
Manager / Responsable département| Confirmé / Expérimenté
Secteur d'activité
Services
Niveau d'étude (diplome)
Licence (LMD), Bac + 3| Master 2, Ingéniorat, Bac + 5
Nombre de postes
01
Type de contrat
CDI
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