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Regional Head for the Quality and Security Assurance Solutions, Services Software Sales Team Job

Company: SAP
Location: Newtown Square
Posted on: December 6, 2017

Job Description:

-
**Regional Head for the Quality and Security Assurance (QSA)Solutions, Services Software Sales Team**
**PURPOSE AND OBJECTIVES**
The purpose of this sales leadership position is to lead direct sales team whose purpose is to integrate with the regional services sales teams focusing on selling SAP---s Quality and Security Assurance Solutions (QSA) software (i.e. SAP---s Quality Center by HPE, SAP---s Load Runner by HPE, SAP---s Service Virtualization by HPE, SAP---s TDMS, SAP---s CVA and SAP---s Fortify by HPE---etc.). In this role, you would set and drive team objectives, develop integrated relationships with services and license regional leadership in the Americas. Conduct and manage/coach effective sales cycle and establish and ensure customer satisfaction through strong executive presence and integration directly with customers.
**EXPECTATIONS AND TASKS**
+ Demonstrated cross organizational and matrix leadership capabilities
+ Build out Implementation QSA Solutions offerings directly with customer and account team
+ Provide first level sales support, enablement and deal qualifications for field
+ Ability to orchestrate Sales, Services, technical resources all into a single account.
+ Excellent pipeline and sales management skills
+ Must manage the assessment, bid, contract execution process with the field organization
+ Strategic --- Set the direction to support the broad business objectives; take a long-term view of
+ the business environment and establish the business model and direction to meet the evolving
+ challenges. Develop the business with strategic relationships across the company. Lead the regional team.
+ Operational --- Monitor the following critical business levers to determine effective execution of
+ strategy: Sales Pipeline; Backlog; Trend Analysis; License sales pursuits and associated
+ services opportunity; Prime engagements sold. Review using dashboards, financial and CRM
+ reports; and headcount fill ratios. Align resources to deliver the best results for the organization.
+ Financial --- Accountable for delivering financial results for the Regions. Forecast and report
revenue, margin. Report on business execution to budget and forecast. Manage accounts receivables.
+ Leadership & Development --- Support the new business by recruiting, acquiring and developing
+ talented employees; coach and challenge employees to deliver results associated with business
+ objectives. Review and change direction as needed.
+ Customer Satisfaction --- Assure the customer received appropriate value for their investment.
+ Manage the escalation process effectively to mitigate risk and future risk, proactively use learning---s from prior escalations.
**EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES**
BA/BS degree required / MBA desired
Knowledge of at least one regional language required (e.g. Spanish)
Excellent command of Business English
**WORK EXPERIENCE**
Experience in Services Sales (5 years)
Sales Leadership experience (5 years)
Knowledge of Software License business
Experience with P&L responsibility
Ability to navigate large, matrixed organizations
10 years direct selling experience, or account management
Demonstrated success and proficiency in building a book of business
Knowledge of testing and application security software is beneficial
-

Keywords: SAP, Philadelphia, Regional Head for the Quality and Security Assurance Solutions, Services Software Sales Team Job, IT / Software / Systems, Newtown Square, Pennsylvania

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