Chief Business Officer - SAP Business Transformation Management

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The Chief Business Officer (CBO) for SAP Business Transformation Management, SAP Signavio and SAP LeanIX, in APAC is responsible for driving continuous improvement of BTM LoB productivity and achieving business targets. Additionally, the CBO is co-responsible for New & Upselling booking and Net booking in a partnership with the regional CRO. The CBO is also responsible for enabling accelerated revenue growth in targeted markets identified as fast growth through the roll-out, adoption/ implementation, and syndication of standardized processes, services, methodologies, and tools Provides overall leadership and direction to multi-functional organizations executing within effective and agreed-upon governance models and contributing to continuous innovation and cost-effective service delivery models. Leading by influence on the different teams assigned to the region, and orchestrating the overall job
Primary performance goals include:

• Co-Drive New &Upselling bookings and Net bookings
• Co-Drive future target Big Bets pipeline of Quarter +1/+2/+3
• Drive together with the APAC Demand Manager and the “Source of Demand” leaders (Marketing, Partner, SDE / digital hub, CSM, Sales) the required TCP and R4Q pipeline in volume and quality.
• Drive pipeline health
• Improve the renewal rate by working with the CSM organization
• Serve as a general manager proxy, supporting CRO functions
• Drive synergies with Regional Field Services, Partners, Solution Advisory, other LoBs, Marketing and GTM teams
• Keep the focus on continuous improvements of our regional operational model
• Adapt to evolving business models
• Scale for growth
• Adopt and syndicate best practices/standards
• Collaborative & continuous innovation

Key Responsibilities & Tasks According to the Strategic Business Plan
1 - Drive Profitable Revenue Growth supporting CRO Enable the Region to exceed annual performance targets

• Align regional shared services resources to achieve profit targets
• Serve as proxy for general manager assignments, i.e., support sales cycles as Executive Sponsor or coaching teams wherever needed and aligned with CRO & MU sales leaders.
• Exceed Annual Business Targets across all customer segments.
• Exceed Annual Renewal Target in collaboration with the CSM team.

2 - Demand Generation

• Coordinate efforts with all the sources of demand: sales/presales, services, CSM, MKT, Partner, and SDE.
• Build and maintain a qualified pipeline of regional sales opportunities; enable the conversion of pipeline to profitable revenue
• Manage demand gen and business development teams
• In partnership with SDE and Marketing, oversee pipeline generation (lead to Opportunity Conversion)
• Drive the measurement and execution of targeted industry and solutions business plans (based on sales plays) to grow the pipeline and achieve revenue goals.
• Drive pipeline health

3 - Value Centric Sales Approach Drive the Value Centric Solutions Sales approach by: Supporting the business with scalable resources to help drive deal road mapping, business planning, solutions value blueprint, and benchmarking/value content and assets for all customers Drive the enablement and integration of new solutions and methodologies quickly through the organization

• Enable the SAP Regional Sales force to leverage the right resources and assets at the right time to
• Drive profitable revenue

4 – Operational Excellence

• Adopt and syndicate best practices/standards
• Drive the adoption of a common time entry, budgeting, expense management & margin monitoring process, collaborating with responsible teams
• Enable the Sales teams to build a sustainable revenue stream by supporting both quarterly revenue goals and appropriate pipeline build processes.
• Demand accuracy in CRM and full preparation for QBRs, Forecast, and Operations reviews
• Lead the F4S business cadence.

5 – Leadership Excellence Role model SAP’s management excellence, leadership competencies, and Values by way of:

• Manage Performance: Drive performance management throughout the year. Address underperformers swiftly, professionally, and respectfully. Recognize effort and reward results. Provide timely and relevant communications. Constructively eliminate barriers to progress and productivity.
• Build Your Team: Hire talent aligned with the HC strategy for the region + support the people manager on doing it. Identify and groom a successor. Align people and organizations. Influence the creation of teams and coalitions that understand and can help achieve the vision.
• Develop and Retain Talent: Develop a motivated and engaged team through leadership and shared responsibility for execution. Retain top talent by providing professional growth opportunities and visibility. Develop goals for improving employee satisfaction as measured by the employee surveys.

Competencies & Skills

• Customer Focus
• Sales & Business Acumen
• Innovative Thinking
• Challenge Complexity
• Change Ability
• Communication
• Intercultural Sensitivity
• IT Principals & Data Security
• Partner Engagement
• Focus on Quality
• Results Driven
• Continuous Self-Improvement
• Strategic Thinking
• Collaborative

Experience and Educational Requirements
Experience

• +10 years industry experience preferred.
• +10 years of leadership and enterprise software sales
• 3-5 years leading diverse operations and functional organizations
• P&L experience
• Successful track record of building, leading, and retaining diverse, multi-functional high-performing teams
• Record of building strong customer relationships
• Executive Sponsorship on targeted sales opportunities
• Business strategy planning and management

Education

• Bachelor’s degree Required; Master’s Degree or MBA Preferred

Location

• Singapore (if possible)

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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.

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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: 428794 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.