Mid-Market and Channel Head - Francophone Africa
Casablanca, MA
il y a 4h

What we offer

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!

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).

Enabling the partner to independently 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

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 : Careers.

NorthAmerica sap.com or Careers.LatinAmerica sap.com , APJ : Careers.APJ sap.com , EMEA : Careers sap.com .

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 : 320371 Work Area : Sales Expected Travel : 0 - 10% Career Status : Management Employment Type : Regular Full Time Additional Locations :

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