Head of Sales, ANZ - SAP Concur

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Overview:

The Head of Sales for SAP Concur – ANZ, will play a pivotal role in driving and executing sales strategies to maximize revenue growth across the ANZ Market Unit (MU). The role will be responsible for all market segments from small and medium business (SMB) to the Enterprise segment. As the Head of Sales, you are responsible for supporting the success of not only your direct reports, but the success of all employees within your organization - identify development opportunities and support team members to achieve their goals.

The scope of activities spans from creation and execution of GTM strategies, hiring, personnel development, and coaching for the sales team. You will also be responsible for driving tight collaboration with MU Industry teams and other supporting cross functional teams like Marketing, Solution Advisory, Customer Success etc. towards growing the Concur business.

Key Responsibilities:

• Spearhead efforts to secure both incremental bookings and renewals while managing forecasts and enhancing pipeline conversion rates.
• Lead, drive, manage, coach and develop winning Solution Sales Executives
• Builds and manages pipeline generation strategies, working closely with all sources of demand to produce quality pipeline – managing progression of deals in quarter and securing the required pipeline for predictable future quarters
• Engage effectively with MU, regional  and global stakeholders to influence decision-making processes and execute strategies in the MU
• Build strong relationships with key partners, develop joint GTM plans with key partners
• Lead communication initiatives, enhance community involvement, and facilitate cross-sell opportunities while supporting strategic account engagements and key deal sponsorship.
• Promote Concur through speaking engagements and conference keynotes to enhance market presence.
• Act as the customer's advocate, contributing to the ongoing development of the Concur roadmap and investment priorities, while promoting the adoption of new technologies and channels.

Ideal Experience & Competencies:

• Demonstrated executive GTM leadership experience in the software industry (8-10 years experience). A good understanding of the Australia and New Zealand markets
• Strong ability to drive GTM, strategy & Operations, manage diverse stakeholders, and oversee forecasting with MU and regional executives, identifying risks and strategic opportunities.
• Proven expertise in the Travel & Expense or Spend Management cloud software market is highly valued.
• Capable of inspiring and influencing sales teams, managing escalations, and championing exceptional customer engagement across regional markets.
• Excellent communication skills with the ability to impact senior executives and navigate organizational complexities not only in the MU but regionally and globally

Leadership Attributes:

• Cultivate an environment that empowers individuals to unlock their potential and excel.
• Embrace innovation and exploration with a customer-centric approach, fostering bold solutions.
• Inspire and collaborate with your team to develop a shared vision, purpose, and strategy, nurturing a high-performance culture that encourages initiative and follow-through.
• Ability to build bridges and strong relationship with cross functional teams outside immediate team

Bring out your bestSAP 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.  

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