Head of Finance & Spend Management, India

We help the world run better

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. 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.

Position Overview

The primary purpose of the Head of Finance and Spend Management for India is to lead, drive, manage, coach, and develop a team of Finance and Spend Management Solution Sales Executives to consistently attain targeted revenue and profitability goals and set the vision and strategy for the sales team. To accomplish these goals, the Head of Finance and Spend Management must develop specific territory plans to ensure growth in all revenue streams, formulate objectives, performance standards, and priorities for the sales team, and ensure that the selling models facilitate market penetration.

Finance & Spend Portfolio within SAP includes:

• Cloud ERP: S4 HANA Public
• Office of CFO – Multiple solutions
• Procurement – Ariba & Fieldglass
• Travel & Expense – Concur

What You Will Do

• Lead a team of high-caliber sales talent, introduce strong sales processes, support the development of a full pipeline of sales prospects, engage customers and Partners at the executive level, motivate the sales team, resolve conflicts, remove barriers, and provide recognition in the pursuit and achievement of sales revenue and profitability.
• Work collaboratively with other internal teams within SAP, Industry Sales teams, Marketing, Development, Center of Excellence, Solution Advisory, etc. Be the overall Market Unit for all matters related to Finance & Spend Solutions within SAP. This leader is the goto person for all team members across different functions for all matter pertaining to the LoB.
• The leader has complete ownership of the customer through out the customer journey. He uses the broader team in the market and within the LOB drive customer success. He/She is responsible for the Pipeline, New & Upsell bookings, Renewal and overall customer’s adoption of the solution.

• Define a vision and create a winning strategy that draws upon the strengths of SAP and responds to specific market needs, generates competitive advantage on existing markets, and develops consistent new revenue streams that will guarantee short and long-term achievements.
• Develop and apply an in-depth understanding of SAP's processes/ procedures and sales tools/systems as well as enterprise market, including industry, marketplace, strategies and trends, competitors, and competitive tactics to develop an effective long-term sales strategy and plan.
• Demonstrate an outstanding execution track along sales cycles, ensuring SAP's sales methodologies and common processes are in place and define clear territory engagement guidelines.
• Monitor and take necessary measures to ensure an adequate pipeline of opportunities and demand generation for sustainable growth.
• Utilize a disciplined approach for successful solution selling (value Centric Sales Approach), establish, and maintain accurate, timely, and documented sales revenue forecasting procedures, and provide required updates to SAP executive management.
• Ensure there is a proper business case with a clear and attractive ROI impact, on each proposal SAP presents.
• Build a network of executive relationships across industry, community, and business groups, and with key partners and customers to stay current on issues impacting business and sales and provide meaningful strategic advice to retain and grow their business through integrated solutions.
• Stay current and informed on all targeted sales plays, understand their objectives and relevance, communicate to the Sales team, and ensure all involved know the roles they play in making sales plays successful.

What You Bring

• Successful experience leading/managing in a team selling environment
• 10+ years of experience selling to Procurement and/or Finance Solutions to C-suite stakeholders. (Finance, Spend and Supplier Management, working capital management, GRC and QTC Solutions)
• Demonstrated success with complex, long-cycle sales campaigns in a fast-paced, consultative, and competitive market.
• Demonstrate success negotiating complex contracts.
• Demonstrated knowledge of consultative selling methodologies
• Proven abilities in managing highly complex organizations and applying risk-mitigation strategies to the customer.
• Bachelor’s degree in Finance, business, Information Technology, or a related field preferred

Meet Your Team

Join a dynamic team of enthusiastic Solution Sellers,Value & Solution Advisors, Customer Success and Consulting team members committed to challenging the status quo and bringing innovative technology to the forefront of Finance & Spend Management transformation initiatives.

Bring out your best

SAP innovations help more than four hundred thousand 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 two hundred million users and more than one hundred thousand 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, you can bring out your best.

We are ethical and compliant

Our leadership credo: Do what’s right. Make SAP better for generations to come. We believe that great leadership extends far beyond the mere pursuit of business goals. We value and foster leadership that is driven with purpose and integrity. Our leaders are role models who uphold SAP’s values and shape SAP’s culture of integrity, by demonstrating and championing ethical and compliant behavior towards all stakeholders.

We win with inclusion

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: Careers@sap.com For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

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: 430436 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Management | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.