Job Description

SUMMARY

Drive revenue growth and solution adoption across the Mid-Market segment via development and implementation of sales and sales support excellence - either directly or jointly with partners. Implement the Land-Adopt-Consume-Expand engagement model for all relevant Midmarket scenarios across the Customer life cycle to ensure a world-class orchestration of all Customer Success practices and roles.  Provide thought leadership and execution expertise to accelerate the use of digital modalities to drive productivity and scale across all Mid-Market channels and motions.

RESPONSIBILITIES

Develop Cloud-centric sales and engagement motions to penetrate the Mid-Market segment; Put an increasing emphasis on digital modalities for targeting, engaging and transacting in Midmarket, especially through partner centric engagement.
Set revenue attainment strategy and go-to-market model for the Mid-Market.  Collaborate closely with Solution & Marketing and Product Engineering teams to enhance SAP offerings for the Mid-Market.
Orchestrate all relevant Customer Success roles and practices to deliver (direct and partner) a world class operating model for all relevant Mid-Market and Digital engagement scenarios across customer acquisition and success.
With the Partner & Ecosystem team, target, identify, attract and retain channel partners (e.g., VARs) to join forces for serving SAP Mid-Market customers across the entire Land-Adopt-Consume-Expand journey.
Provide global and regional frameworks to serve the Mid-Market.  Influence and govern the implementation of Mid-Market sales and engagement models in regions.
Build and execute a Private Equity engagement strategy to accelerate SAP footprint with the growth companies of tomorrow.
Build & engage with teams across Customer Success on expanding SAP’s Digital Engagement sales support models.
Partner with Marketing to drive demand management and digital sales tools targeted for the Mid-Market space.
With stakeholders, build capability (e.g. enablement, plays) for channel partners and commercial resources to accelerate productivity.
Closely align with LoB and Regional Leaders to ensure consistent and harmonized go-to-market orchestration in the Mid-Market segment globally.
Drive market coverage and business forecasting for commercial sales, customer retention, and indirect channel business.
Continuously develop and improve the digital motion to expand reach, service levels and KPI achievement across the Mid-Market customer lifecycle.
Serve as a highly credible spokesperson for Mid-Market initiatives at all levels of the organization; Leverage innovative thinking with pragmatic execution to deliver world class Cloud-centric digital operations across the Mid-Market segment and beyond.

EXPERIENCE & ROLE REQUIREMENTS 

Led a sales and/or customer success function in a software company
Demonstrated the ability to successfully sell into the SME segment at a leading Cloud software company
Demonstrated the ability to build and sustain commercially successful relationships with channel partners
Successfully implemented a go-to-market engagement model change in a Cloud software company at a global scale
Demonstrated the ability to develop and implement innovative digital sales and engagement motions at a global scale
Exceptional leadership and selling skills allowing for effective steering of Mid-Market and channel partners
Excellent change management skills to foster adoption of the Land-Adopt-Consume-Expand engagement model across direct and indirect stakeholders
Ability to influence and drive results in a highly matrixed, multi-cultural organization
Excellent knowledge of outbound and indirect sales and engagement motions within the Midmarket segment
Expert knowledge of state-of-the-art digital selling motions
Profound business understanding of Sales, Customer Success, and Services in Cloud context
Candidate ideally has a rich network in relevant thought leader communities