CRO, Procurement

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.



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