Business Consulting Manager (General Manager- Cloud Success Services)- Indonesia

We help the world run better

Our company culture is focused on helping our employees enable innovation by building breakthroughs together. 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. Apply now!

Role Overview

The role of Country leader provides leadership for the go to market, and customer retention and growth strategies for Cloud Success Services (CSS) Portfolio. This leader has a strong emphasis on customer success and delivery excellence combined with a focus on managing the Profit & Loss (P&L) for the Geo. While driving adoption and consumption along the entire customer lifecycle. The leaders work closely with both Account, Solution Area teams and key internal stakeholders to ensure a seamless and well-orchestrated approach to drive customer success, delivery safeguarding, revenue retention and growth of customer relationships in the region to drive the Current Cloud Backlog (CCB) growth. The role is part of the CSS SEA Leadership Team and, as such, substantial experience, c-level relationship building and proven ability to manage within a complex organizational model is essential to be succesful in the role.

The individual must be an advocate of sustained performance, operational excellence, and innovation, both by personal example, leadership style, and through the ongoing development of successful team members.

Primary drivers for the role include:

• Attainment of sales, revenues, pipeline and current cloud backlog targets
• Lead efforts to help customers achieve business goals, create value, drive solution adoption, achieve a reference state, and sustain engagement with SAP.
• Directly manage the team of Account Executive, Project Managers, Business Transformation Services Architects and Enterprise-Customer Success Partner (E-CSP) to drive customer success across the CSS portfolio.
• Allocation of targets [bookings, revenues, cloud backlog, renewals, deployed Annual Contract Value (ACV)]
• Managing quality Project delivery across projects representing in steering committee and producing project success.
• Professional enablement and development of team members and driving people success as the charter across Geo..
• Executive sponsorship and customer advocacy of the highest level
• Operational and Leadership excellence
• Influence without direct authority

There are five focus areas for this role:

o Business Strategy & Go To Market (GTM) Leadership: Demonstratable evidence of direct client interaction, direct executive relationship development, and commercial negotiation. Acts as the face of SAP to the customer with a commanding executive presence. Drives an innovation mindset in all areas of the business. Takes a future-focused approach to markets, talent, products and customers. Develops market segmentation models to maximize market unit performance against financial targets while meeting strategic goals to protect customer success at scale. Has mastered the art of the Business to Business (B2B) conversation with all C-levels and delivers the customer message with fluency and the language of the CFO. Ability to develop industry-based market unit GTM model leveraging partners across top accounts across SEA, key accounts and mid-market segment. Executes territory planning, budget and quota model in conjunction with Sales and business Operations across the portfolio. Deliver against targets for key performance metrics including booking budget, Solution adoption (as measured by Deployed ACV) and contract renewal, revenue and growth (current cloud backlog). Creates a long-term strategy to drive continued adoption and consumption of our software and identifies potential opportunities to expand the business.

o Organizational & Transformational Leadership: Strong focus and ownership on adoption and consumption on SAP offerings in alignment with sales and partners across the full life cycle from Sales to Delivery. Represent SAP in customer governance structures to enhance the relationship through Services delivery safeguarding, sustained adoption, thought leadership, and alignment to success criteria. Message the success story across the portfolio aligned with solution areas, capabilities, and differentiators creating a world-class client experience. Acts as a visionary leader who translates corporate vision and culture into a tangible roadmap for others to execute. Demonstrates negotiation skills in potentially complex and/or political environment. Is seen as a thought leader in the broader industry and field (outside of SAP). Significant experience leading transformational and organizational change and motivating large teams in a matrixed environment with complex cultures. Is viewed as purposeful leader with a passion for building a culture and uniting teams. Influences others and leads with personal impact creating a followership and an environment of trust.

• 
  Portfolio Leadership: A leader who comes with an advanced set of skills focused on adoption and consumption by driving both the sale and delivery of SAP’s portfolio . This includes an understanding and accountability of both "For fee" and “Free” services that can be deployed to achieve customer success. Has a deep understanding of running a services sales organization rooted in services delivery experience at the individual contributor and manager level and can mitigate delivery risk. Responsible for defining and executing our transformation to the cloud and our shift to a value and volume business model that enables both customers and delivery partner success. Ownership of Revenue, Bookings and Contribution numbers at the portfolio and territory level. Foster a customer and partner engagement throughout the Land, Adopt, Consume & Expand (LACE) model. Responsible for driving customer outcomes operationalizing the Cloudified Service portfolio.

• 
  Employee Experience: Directly manages extended teams of People Managers and individual contributors that are accountable for the success of all extended teams deployed in their engagements. Advanced people and general management skills to attract and hire a diverse pool of agile and innovative candidates that meets the needs of the broader team mix. Has proven examples of how he/she has provided team members direct feedback, encouraged overperformance, and managed underperformers while establishing a culture of trust. Can cite specific examples of how he/she provided continuous learning and development to their team. Has a keen awareness of the critical retention elements for the team and develops a strategy to motivate employees based on this knowledge. Has developed a solid succession pool including talent outside of their immediate span of control.

• 
  Operational Excellence: A leader strong in producing outcomes, not just in the forecasting of them. Able to build a meaningful and predictable services business while demonstrating mastery of forecasting. Strong financial acumen with an ability to navigate professional services arrangements in a cloud company. Overall accountability for the delivery portfolio performance month on month, year on year. Ensure that all Key Performance Indicators (KPIs) are understood and consistently cascaded down to the team members. These are tracked and managed in accordance with the established franchise framework and cadence. Where targets are identified as being at risk, the leader works directly with the direct and extended team and drive improvement initiatives to achieve them and create a high-performance environment. KPIs include bookings, revenue, contribution, CCB and Deployed ACV. Collaborate with finance in creating budgets for revenue, expense and operating profit. Manages pricing and discounting across the portfolio of clients, products, and individual opportunities to maximize the portfolios total performance. Diligent in managing cost of sale and removes friction from the supply chain of selling. Balance available capital for investment across top accounts and key accounts.

Competencies and Skills

• Excellent sales experience with CxO level customers
• Excellent sales strategy skills at both account and opportunity level
• Strong strategic thinking and decision-making skills
• Excellent analytical skills in combination with the ability to "think out of the box."
• Understanding of Digital Transformation and its impact on customer business
• High level of maturity and self-confidence in order to interact with high-level executives, inside and outside the company and often in a boardroom environment
• Act with sound judgment and political awareness of sensitive business situations
• Ability to manage stress and conflict
• Strong process-orientation and organizational change skills
• Understanding of SEA market diversity, challenges and opportunities.

Managerial Experience

• Strong stakeholder management and influencing skills, enduring focus on Customer Success and experience in engaging with the C-suite
• Proven experience in successfully leading cross-functional teams without authority / in a matrix construct
• Cultural awareness & sensitivity, experience working across diverse cultures, nationalities and belief systems
• Strong interpersonal skills with advanced networking capabilities and business development skills
• Experience in decision making within own area of responsibility and managing engagements as a business
• Experience with managing a sizeable P&L
• Experience in leading and managing a diverse and territorially distributed team in a matrix structure

Functional Experience

• The ideal candidate would have over 10-15 years of relevant and current experience deep understanding of cloud services organization in an SAP environment.
• Proven ability to drive delivery execution within their area of responsibility, proficiency in aligning cross-topic objectives and approaches within a matrixed organization
• Experience in strategic thinking and conceptual design of complex engagements
• Solid knowledge of key SAP solutions and respective industry business process understanding.
• Experienced at leading customer interaction with senior executives.

We build breakthroughs together

SAP innovations help more than 400,000 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 200 million users and more than 100,000 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, we build breakthroughs, together.

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: 385088 | Work Area: Information Technology | Expected Travel: 0 - 40% | Career Status: Management | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.