CRO, Procurement

Job Description

We help the world run better
At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.

CONTEXT AND ROLE

The Finance and Spend Solution Area drives 1.2 billion in Revenue for SAP. Within that, Procurement is a critical solution subset. The CRO of Procurement has an exciting opportunity to both drive enhanced value for existing customers, and capitalize on SAP’s AI promise to deliver suite first, industry first innovations to our customers.

This is an executive level role that is responsible for a global organization of 22 experts across procurement sales, growth, solutions, business operations, demand management, strategy, enablement, project management, customer success, product GTM and industry advisory.

SCOPE AND KEY RESPONSIBILITIES

• Address current GTM strategy and evaluate market segmentation
• Build new GTM strategy specifically addressing North American market, and SAP expansion within the upper-mid-market
• Create new marketing strategy that clearly articulates the value of SAP’s unique offerings in Industry AI, including new capabilities for use AI use case generation and co-innovation through Business Data Cloud.
• Tap into new opportunities to unlock value for SAP customers and increase utilization of SAP products and solutions
• Work hand in hand with Partner, Marketing, Digital Hub, Presales and CSM teams to create a holistic approach to meeting KPI goals. Create actionable goals that drive insight, accountability and collaboration across functions
• Embrace change management to help customers visualize the art of the possible and bring energy to procurement products at SAP. Generate excitement and purpose both internally with the team, and externally with customers as they invest in building their own future with SAP innovations.

ROLE EXPECTATIONS

• Ability to hit all relevant KPIs (bookings, revenue, pipeline, gross margin, win-rates, churn, adoption, etc
• Proactively solve for constraints, take ownership of business
• Serve as the E2E GTM Leader for your business
• Drive the Suite strategy by leading cross-selling motions and ensuring the inclusion of different lines of business in the ERP Cloud deals as a key mandate
• Drive AI and Business Data Cloud at scale

• Take accountability for pipeline
• Structure the Go-to-market strategy: define the demand and sales players; collaborate with sales, marketing, partnerships, CSM and digital hubs to boost pipeline.
• Define and managing Industry led motions, foster cross sell of AI & BDC

• Establish a high-performance culture and team: establish, nurture, hire, train and coach a team of high performers who consistently outperform closest competitors

• Elevate the customer experience through deep product knowledge (Why SAP, value selling, specific business outcomes)
• Adoption: Key focus on long-term ARR growth over upfront bookings and work in concert with Customer Service & Delivery
• Build and cultivate a customer advocacy and referral program

• Embody E2E Business Suite Thinking: leverage all the Suite can offer to improve performance and drive value for the customer

RELEVANT WORK EXPERIENCE, SKILLS AND KNOWLEDGE

• Expert within procurement space, possessing working knowledge of industry best practices and standards; ability to quickly diagnose and solution for challenges in SAP customer environments
• Experience in building and scaling partner and revenue ecosystems in a SaaS sales motion
• End to end ownership of a business across P&L, pipeline and performance with accountability for a > $250M book of business
• Experience leading global teams in a highly matrixed environment
• Skills in change management; player coach mentality-lead through example and empower team to bring value and real impact to customers
• Experience in building and implementing successful commercial strategy that specifically addresses concerns of mid-market/ high growth customers
• Executive presence and gravitas: comfort leading board-level discussions

Additional stand-out elements in work experience:

• Solutions delivery knowledge : what happens after implementation? Has the customer promise been delivered against? Awareness of how to leverage SAP services teams, as well as SI partners to drive consumption and renewals
• Credibility and deep networks within the procurement industry; examples of thought leadership or eminence are helpful
• Transformational leadership: capability in bringing a fresh lens/outside perspective of SAP products and solutions and fuse that together with internal strengths to create a robust organization
• Experience building playbooks and developing field readiness/sales enablement framework
• Player coach mentality: comfortable rolling up sleeves and working alongside team
• Ambitious in building an AI-first commercial capabilities and enabling teams with tools and processes to enhance productivity

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 world.

SAP is committed to the values of Equal Employment Opportunity and provides 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.

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements.

Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.

We are ethical and compliant
Our leadership credo: Do what’s right. Make SAP better for generations to come. We believe that great leadership extends far beyond the mere pursuit of business goals. We value and foster leadership that is driven with purpose and integrity. Our leaders are role models who uphold SAP’s values and shape SAP’s culture of integrity, by demonstrating and championing ethical and compliant behavior towards all stakeholders.

AI Usage in the Recruitment Process

For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process.

Please note that any violation of these guidelines may result in disqualification from the hiring process.

Requisition ID: 449044 | Work Area: Sales | Expected Travel: 0 - 40% | Career Status: Executive | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid

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