Managing Director Adriatics (Croatia and Slovenia, relocation required)

We help the world run better

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. 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.

SAP’s vision for companies of all sizes is to become best-run businesses. In today's challenging business environment, best-run companies have clarity across all aspects of their business, which allows them to act quickly with increased insight, efficiency, and flexibility. By using SAP solutions, companies of all sizes – including small businesses and midsize companies – can reduce costs, optimize performance, and gain the insight and agility needed to close the gap between strategy and execution.

In general, we are distinguishing between our so called “Installed base” and “Net New Name” customers. Both critical, to the success of our business but very different in our sales approach. It’s the MD’s job to implement and execute a “Go to Market” that is both, addressing our customers’ needs and in line with our global sales motions

I. Prepare Market for max. operational success – short-, mid- and long-term

• Take full and sole accountability for the Croatia and Slovenia P/L, the whole customer life cycle & full supply chain – across all LOBs
• Define best-fit local ONE SAP GTM strategy & priorities (aligned with SAPs overall strategy, objectives and GTM) – including decision on how to best utilize shared services offered by supporting matrix functions
• Design and ensure implementation of Market game plan - focus on the long-term growth objectives in parallel to managing continuous quarterly success.
• Design a functioning and sustainable partner Eco System in sync with the SAP market strategy expanding our market reach and serving our customers needs
• Ensure effective translation of high-level business (P&L) targets set for the Market into operational budgets, HC planning, bonus plans, and individual target setting.
• Effectively leads and provides direction to teams and individuals – even when the formal authority may reside elsewhere in the matrix.
• The Managing Director should besides effectively align with stakeholders externally, also effectively leverage from the network inside SAP
• Ensure discipline on execution across the Market and fulfillment of SAP programs and process

II. Drive effective execution on Market level

• Ensure “Customer first” and delivery of value to MU customers – as ONE SAP
• Ensure “Cloud first” strategy delivery.
• Protect and effectively build SAP reputation in local market, becoming the name behind the SAP brand in both markets (Croatia and Slovenia) 
• Build, develop, coach and lead a strong management team and teams across all LOBs
• Ensure operational excellence – incl. effective utilization of shared services provided by supporting matrix functions inside and outside of the two countries.
• Be a role model as a manager and business leader compliant with the high ethical standards of the company

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

Drive for execution:

• Achieving results by taking initiative, setting challenging goals and holding people accountable.
• Simplify complexity to ensure clear focus on execution.
• Set ambitious targets, pursuing them with speed and determination.
• Set clear priorities that align with the strategic direction of SAP.
• Hold people accountable for delivering quality results (consequence management).
• Delegate responsibility with clear expectations for the work.
• Monitor progress of others and redirects efforts as necessary to ensure execution.

Team collaboration:

• Build an engaged, productive team, sharing knowledge and collaborating internally across roles and geographies,
• Build an engaged team committed to common objectives.
• Work productively and collaboratively with customers and external partners.
• Identify and leverage the diverse strengths of team members.
• Promote the sharing of knowledge and experiences with others; avoids reinventing the wheel.
• Celebrate team successes

Talent development:

• Provide constructive performance feedback and coaches people in the development of their skills
• for current or future roles; works quickly to resolve performance issues.
• Coaches people in the development of their skills.
• Encourages people to take on challenging opportunities that expand their capabilities.
• Provides open, constructive feedback to team members on their performance.
• Deals constructively with performance problems, resolving them without delay.
• Is accessible to provide guidance and support as needed.
• Willingly shares talent, encouraging strong performers to take on new roles outside own team or
• business unit.

Motivation and engagement:

• Energise and inspire people through empowerment, recognition and passion.
• Energise people by explaining the broader purpose of their work and how it relates to SAP.
• Empower people with responsibility to make decisions and take action.
• Motivate each individual to perform their best, understanding what drives him/her.
• Diversity and inclusiveness awareness.

WORK EXPERIENCE

• 10 years minimum experience in running sales operations and managing sales people
• 5-10 years´ experience in a large, multi-national software/technology organization with an emphasis on sales as well as developing and executing business development plans and programs
• Proven track records in business application software sales for On-Premise, Cloud/SaaS solutions.
• Long experience in managing diversified teams, especially in a matrix organization
• Excellent communication skills (written and spoken) in English is a must. Knowledge of Croatian/Slovenian is a great advantage

 ​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.

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: [email protected]
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: 432048  | Work Area: Sales  | Expected Travel: 0 - 50%  | Career Status: Management  | Employment Type: Regular Full Time   | Additional Locations: #LI-Hybrid.