Strategy To Execution Lead For North America Region

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The Strategy to Execution Lead for NA Region is a key member of the oCEO board area (Strategy & Operations) but fully frontlined to NA to execute SAP’s strategy across the region with speed & agility to ensure the foundation for a better, faster, and more competitive SAP towards and beyond our 2025 ambition.

This role will have full business ownership of the regional ‘Strategy to Execution’ function, which means overseeing end-to-end Regional Strategy, Transformation and Operations functions in terms of best practice processes, activities, outcomes, and talent development as well as transformation target realization.

The role supports the Regional President and [his/her] regional leadership in driving the needed transformation to deliver continued cloud growth, enhanced value-selling and improved regional efficiency.

The role is expected to evolve in 2024 and beyond to further achieve the above goals in line with global and regional transformation targets.

What you will do: Responsibilities:

Strategy to Execution – Functional set-up and End2end business ownership

• Defines the new ‘Strategy to Execution’ set-up in terms of priorities, measurable and actionable KPIs, processes, activities & outcomes, operating model (vis a vis global), org structure and required tools.
• Evangelizes and secures buy-in for the new set-up across global and regional stakeholders as well as reporting teams.
• Acts as a strong leader across the full strategy cycle driving timely impact across three main areas (1) Strategy & Planning, (2) Transformation Execution, and (3) Insights & impact-driven Ops.

Strategy & Planning – Strategic priority setting & investments.

• Aligns global strategic/transformational targets & regional strategic priorities to cascade to regional leadership, ‘Strategy to Execution’ teams as well as transformation workstream leads.
• Ensures regional strategic priorities are closely aligned with:
  • Strategic enablers such as investments in Point of Presence and GTM motions
  • Trafo program and change mgmt. approaches.
  • Ops set-up in terms of cascades, KPIs etc.
• Supports the region during global planning processes such as
  • Portfolio planning and annual business planning processes.
  • Adhoc investment asks (strategic rationale and delivers business cases to help secure funding)
• Delivers regional strategy refresh and regionalizes global programs (e.g., NLAC)
• Drives ad-hoc strategic support to RP & SLT e.g., outside-in competitive perspectives to identify key growth areas for the region e.g., solution area, competitor, or segment to drive non-linear growth.

Transformation – Change mgmt. & Cultural acceleration

• Defines a holistic Regional Transformation program including both regional strategic priorities & initiatives as well as regionalized global program cascade including identification of workstreams, milestones and expected impact.
• Accelerates the pace of transformation to bring global programs such as NLAC, Regional Digital Hub ramp up to life; pragmatically turning designs into real working models for the field.
• Provides hands-on leadership and support in the implementation of the Regional Transformation program including curated programs and initiatives.
• Leverages continuous insights from Ops team and course-corrects trafo program when needed.

Insights/impact-driven Ops – Planning, Business execution & steering, workforce & automation evolution

• GTM/Ops planning:
  • Strives for GTM process excellence to free up time across territory mgmt, annual business planning, target setting across region end2end (CA, PES, MM/DH), in full alignment with Global GTM, Regional Strategy & Trafo teams.
  • Executes dual GTM models in the region (NLAC & legacy GTM) and supports ongoing plans for full roll out in 2025.
  • Ensures demand mgmt priorities are fully aligned to regional GTM planning.
• Business Execution:
  • Improves ‘insights to action’ by providing clear business impact implications as part ops standard reporting to key business stakeholders.
  • Ensures best practices are deployed across FC mgmt., Operational mgmt., Adoption & consumption mgmt., deal mgmt.
• Holistic business steering:
  • Ensures best practice steering is deployed across Revenue mgmt., global mgmt. calls, demand mgmt., pipeline mgmt., account & territory mgmt., CVJ mgmt. and solution area reviews.
• Workforce & automation evolution:
  • Works with global counterparts to expand Ops transformation as a catalyst for faster change.
  • Ensures Ops set-up is closely aligned with Strategy and Transformational functions and provides continuous insights via feedback loops to those functions to ensure transformational impact.
  • Enhances Ops coverage to include the entirety of Revenue Operations practices/cadences/KPIs across ONE Customer Value Journey including but not limited to:
    • Expands demand visibility to cover all sources of demand (marketing, partners, sales and digital hub)
    • Enhances focus on Next Gen KPIs such as churn, adoption & consumption (NRR, dACV, Consumed ACV, churn, GRR etc)
    • Expands ‘insights to action’ to include functional areas (CA, PES, MM/DH etc.) across CVJ to ensure holistic revenue steering.
  • Capitalizes early on new technologies through piloting global projects/3P tools, self-service & automated reports for simplifying and automating SAP’s E2E steering.

Connecting tissue:

• Acts as the connective heartbeat/tissue between Global ‘Strategy to Execution’ function, Regional President & Regional leadership, and the Regional ‘Strategy & Execution teams’ through:
  • Systematic interlocks and establishment of Strategy communities of practice
  • Ad hoc regional feedback on global topics ie. commercialization, growth ambitions etc.
• Represents the regional interest in global program definitions and channels global strategic programs and priorities to the region, tracks and secures ownership.
• Leverages continuously regional ‘Strategy to Execution’ counter parts and global experts for best practices identification and implementation.

People centric growth and talent upskilling:

• Lives and role model the leadership credo: Do what’s right. Make SAP better for generations to come!
• Ensures that the ‘Strategy to Execution’ team in the region is fully enabled on the case for change and the role each team and individual play in accelerating & realizing change in SAP.
• Attracts, empower, and retain the best talent to effectively steer the business and achieve corporate objectives through promoting and fostering development & leadership opportunities.
• Develops rationale/guidelines for upskilling for each ‘Strategy to Execution’ team and ensures that people managers are equipped to evangelize and upskill on topics like business acumen, executive presence, global stakeholder mgmt. digital mindset as well as new tools/technologies (AI)

What you will bring: Experiences:

• End2End ‘Strategy to Experience’: Demonstrated experience across all three areas of Strategy, Transformation and Operations, preferably with:
  • Experience of running End2End ‘Strategy to Execution’ processes/programs
  • SAP-acquired spike in minimum one of the three areas
• Strategy: Well- respected, proven leader in strategy space
• Transformation: Track record of translating strategy into Execution & measurable business impact (top line or bottom line)
• Rev Ops: Ops experience enhancing biz performance visibility, insights & impact across full business cycle.
• Regional business performance: Experienced in identifying levers and executing initiatives that drives non-linear top line growth; Solid track record engaging with customer-facing roles such as sales, CA, PES, services, etc. on levers that drives performance transformation.
• Leadership: Track record of solid line or dotted line organization management manifested by high leadership trust score and employee engagement score
• Stakeholder management: Well versed in leveraging global stakeholders to unlock strategy, transformational or Ops roadblocks (e.g., accelerating global guidance, business cases approvals etc.)
• Language: Fluency in English and preferably one of the languages of the local markets are desirable
• Education: Bachelor’s Degree or equivalent accreditation required; master’s degree, PhD or MBA Preferred

KPI: Measure Success:

• Strategy & transformational excellence:  Timely impact realization of strategy & transformation programs in line with regional/global targets.
• Rev Ops excellence: Completion of 2024/2025 transformation towards insights & impact-driven Ops in line with global targets while delivering on business Ops KPIs.
• People growth/upskilling: Realization of growth and upskill plans to accelerate pace of change and secure success of future transformation programs and initiatives.
• Leadership: Leadership Trust score and Employee Engagement score.
• Stakeholder satisfaction: NPS for leadership stakeholders (global and regional stakeholders).

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.
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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: 391211  | Work Area: Corporate Operations  | Expected Travel: 0 - 10%  | Career Status: Executive  | Employment Type: Regular Full Time   | Additional Locations: #LI-Hybrid.