Senior Director HCM Sales SAP Melbourne

Job Description
The primary purpose of the HR LoB Sales Manager is to lead, drive, manage, coach and develop a team of SAP HCM Sales Executives, as well as consistently attain targeted revenue and profitability goals. This role will be responsible for all SAP HR products: the SuccessFactors cloud based Business Execution Suite and SAP HCM on-premise suite in the Southern Australia region (ACT, VIC, WA, SA). This is accomplished by utilizing management skills, relevant processes, and training towards the achievement of all sales and quality targets in line with the business objectives. The position also serves as the primary escalation point when necessary for Solution Sales activities:



Participates in recruiting, Performance Management, 1 to 1 training, and coaching of the Regional Sales Managers (HCM AEs). Drives the general professional development and career development of the agents within the team.
Manages the sales pipeline in a proactive manner to ensure attainment of the individual and group contributions to the established goals.
Participates in regular business review meetings or forecast calls
Provides feedback to Field Management on engagement level with HR LoB Sales Team
Assesses the overall performance of the team with respect to the goals/KPIs and its own revenue target
Works with marketing and field sales management to understand and implement initiatives with Solution Sales requirements.
Articulate a customized value prop to two very different audiences: HR and C-Level Execs
Drives and coordinates with field management team to develop pipeline, revenue, and demand management
Provides feedback on initiatives executed to enable continuous program improvement.
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.

Desired Skills and Experience
Bachelor’s degree in related fields (Business / Engineering or Technology)
Extensive sales experience with business applications and/or IT solutions; experience selling to CXOs outside of CIO
Experience Selling SaaS and/or in the HR space to HRD, CHRO, etc. preferred.
Collaborative style and ability to work in a networked organization with virtual teams
Proven track record of capturing and growing customer and market share in a profitable manner in Victoria, South Australia and New Zealand
3-5 years’ experience in sales management (Direct Sales), at least 15 years of experience in the industry
Successful people management experience