Head of SAP SuccessFactors/HCM-South Korea

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

Head of SAP SuccessFactors/HCM - Korea

THE ROLE 
 

We are looking for a senior executive to build and lead a world class capability for SAP SuccessFactors across the Korea Market Unit.

The Head of SAP SuccessFactors– Korea will have direct responsibility for the Korean Market Unit SAP SuccessFactors revenue target, which includes new bookings and renewals, and will focus on the implementation, adoption and overall satisfaction of our HR customers in Korea.  In addition, the leader will drive continuous improvement through imparting his/her experience, knowledge of the market and personal network to develop and execute an effective long-term sales strategy and plan in the Korean Market.

The role requires a best-in-class sales track record in selling and renewing Software as a Service. While SAP has a large install base this role should be considered a ‘high energy’ new business role.  The leader needs to create and implement a plan for Korea that generates 4x their quota in unweighted pipeline opportunity and maintain 2x short-term cover of weighted pipeline in order to achieve revenue targets.

KEY RESPONSIBILITIES

• Develop the Korea Market Unit SAP SuccessFactors go to market strategy and operating plan.
• Drive SAP SuccessFactors revenue growth in Korea including new bookings and renewals. Demonstrate outstanding sales execution track record, ensuring SAP’s sales methodologies and common processes are in place and defining clear territory engagement guidelines. 
• Monitor and take necessary measures to ensure adequate pipelines of opportunities and demand generations for sustainable growth across the region. Drive the integrated demand management program to achieve 4X R4Q coverage and 1X forecasted coverage. 
• Utilize a disciplined approach for successful solution selling (Value Centric Sales Approach), establishing and maintaining accurate, timely and documented sales revenue forecasting procedures, providing required updates to SAP executive management.
• Leverage internal sales enablement teams, as well as development and support organizations, involving them on the early stages of sales cycles to drive expected results.
• Build a network of executive relationships across industry, community and business groups, and with key partners and customers, stay abreast of issues impacting business and sales, providing meaningful strategic advice to retain and grow the business through integrated solutions.
• Develop the Ecosystem required to support and scale the SAP SuccessFactors business in Korea, including resell, implementation, and co-innovation partners.  
• Stay current and informed on all new campaigns, understanding their objectives and relevance, communicating to the Sales teams and ensuring all involved know the roles to play in making campaigns successful.
• Support the development of solid SAP SuccessFactors references.
• Recruit, develop, train and motivate a group of high achieving A-players. Drive competencies through aligned enablement and accreditation programs.
• Facilitate individual growth and development of Sales team, setting objectives, performance standards and priorities, coaching and acting as role model on sales approaches and account leadership.
   

SUCCESS CRITERIA

• New bookings (ACV) revenue budget attainment 
• Cloud revenue forecast predictability and linearity
• Annualized Cloud revenue retention rate
• Customer revenue growth
• Rolling four Quarter and forecasted pipeline coverage
• Customer Net Promoter score management
• Customer reference-ability
• Increasing count of Cloud customers
• Number of Cloud deals per quarter

EDUCATON AND EXPERIENCE

The ideal candidate must be an accomplished senior sales leader with sound reputation, gravitas, and consistent successful track record of achievement in a complex and culturally challenging region. The leader needs to have a profound market understanding in strategic and consultative sales, with the ability and credibility to engage the client’s “C-Suite” and winning their trust and consequent business, coupled with demonstrated experience and expertise in crafting significant seven and eight figure software deals. Local experience is required. 

• Expert in the IT industry and HCM domain knowledge is a plus
• Well-developed strategic skills to drive Sales and Marketing and go-to-market improvement
• Proven track record in building and leading teams to achieve aggressive growth targets
• Demonstrated ability to work effectively within complex organizations with the knowledge of how to successfully navigate issues with imaginative and winning solutions
• Bachelor’s Degree Required, Master’s Degree of MBA Preferred

BEHAVIOURAL COMPETENCIES
 

• Strong coaching and mentoring mentality
• Demonstrate Authenticity in leadership approach
• A strong will to win and ability to inspire team and others to action
• Strong intellectual capabilities to take business and strategic leadership
• Is organizationally agile; can navigate a complex organization to reach a goal or objective
• The success of the candidate is dependent on the ability to influence colleagues and peers
• Strong communications skills and charismatic personality are pre-requisites
• High potential to further grow and develop within the organization

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: 391753  | Work Area: Sales  | Expected Travel: 0 - 10%  | Career Status: Management  | Employment Type: Regular Full Time   | Additional Locations: #LI-Hybrid.