Ph3Overview /h3pThe SCP Sales Director is responsible for driving continuous improvement of the SCP customer segment in Italy, including achievement of revenue targets and key performance metrics, by implementing standardized processes, services, methodologies, and tools across Italy. This will support the region to deliver best in class business performance and transform their business over time. /ppA deep understanding of the strategic customer segment (SCP), its best practices, metrics and an understanding of what our customers demand is required. Excellent communication skills to drive alignment and collaboration across regions, other teams in Customer Success Board area, as well as other board areas is critical for success. The SCP Sales Director is part of the SCP Leadership Team and reports directly into the Regional Head of SCP. /ppbLocation /b: Milan, Italy /p h3Responsibilities /h3 ul liLead and manage a selected team to maximize solutions sales, customer and Partner satisfaction and territory management within a vertical (or geographic) market segment(s) /li liSet vision and strategy for the sales team; develop specific territory plans to ensure growth in all revenue streams; leverage all deployed Routes to Market in the Target and Territory accounts structure /li liFormulate objectives, performance standards and priorities for the sales team /li liLeader, role model, and coach to Account Executives and Channel Managers / recruiters / enablers on territory planning, sales approaches and channel build / development /li liBuild a network of executive relationships with key customers and partners that can be leveraged /li liAccountable for maintaining accurate, timely and documented pipeline and forecast of opportunities for his set of territories and provide appropriate updates to SAP executive management /li liBuild a team of high performing sales professionals via development, mentoring and hiring /li liFacilitate individual growth and development of Sales personnel through effective and ongoing performance reviews, developmental coaching and mentoring /li liEnsure that customer life-cycle information is complete and up-to-date /li liAdvise those in the marketing planning and execution role on planning marketing objectives and activities /li liMonitor the activities of those in the account and opportunity management role /li liManage resource mix according to deployed RTM /li liPoint of escalation for complex sales cycles /li liGenerate profitable SW and services revenue from designated industries /li liAlign Italy led initiatives and focus to exceed annual performance targets /li liSW and Services revenue targets /li liPipeline /li liRenewal targets /li liEstablish and monitor Italy performance metrics across the SCP Italy team also in alignment with the Global SCP expectations /li liAdopt and syndicate best practices / standards across MUs and other regions /li liDrive the adoption of globally consistent processes, methodologies to support the strategic customer segment (SCP) /li liConduct ongoing business reviews to monitor the health of the business including data quality and monitoring of GSS App, Account QBRs, APMs, Team meetings etc. /li liDrive SCP Italy GTM process for SCP segment, in close collaboration with the MU SCP teams and the Global SCP COO Office /li liDevelop Italy SCP Marketing plan and oversee the execution of annual plan to grow pipeline and achieve revenue goals /li liDevelop and deliver Italy enablement plan for the SCP customer segment. Oversee the execution of annual enablement plan for Market Unit (MU) SCP teams including Global Account Directors, Managing Partners, Vice Presidents. /li liDeliver strategic programs to support the business /li liEnsure effective consultation on key areas which impact the SCP customer segment /li liUnderstand the requirements for the strategic customer segment and drive continuous improvement to support the field /li liDemonstrate innovation to reduce the level of manual activity to explore and adopt more efficient approaches via automation / low cost alternatives, etc. /li liDrive programs and repeatable best practices and methodology across Italy /li liMakes decisions with fiduciary consideration and responsibility. /li liOversee and drive Executive presentations, Board visits, Customer Executive Connects and Programs within the SCP segment /li /ul h3Education and Qualifications / Skills and Competencies /h3 ul liMBA / Postgraduate degree will be advantageous /li liExcellent interpersonal and communication skills /li liInnovative Thinking /li liStrong capabilities in value based and proactive selling /li liRigorous execution of sales processes (account planning, pipeline management) /li liMotivation Engagement /li liStrong negotiator /li liAbility and willingness to travel /li /ul h3Key Performance Indicators /h3 ul liSW Revenue /li liNet New Names /li liCustomer Partner Satisfaction /li liProfitability /li /ul h3Key deliverables /h3 ul liAccounts segmentation (targeted vs territory accounts), Territory and Resource Deployment Strategy, Route to Market mix, Aggregated Pipeline and Forecast /li /ul pCustomer Focus /p /p #J-18808-Ljbffr