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The mission of this unit is to deliver industry cloud solutions that help SAP customers sustainably innovate and grow their business, operate safely, and develop their people.
The Head of Oil, Gas, Energy is responsible to work with different organizations within SAP as well as with our Ecosystem to drive the success and growth of SAP in the Energy & Utilities industries.
3 key elements are Industry Leadership, Solution Management and Innovation as well as Go-to-Market
Industry Leadership
- Demonstrates Industry Leadership internally as well as externally with customers, partners, media and analysts
- Leads the different Oil, Gas, Energy Industry Advisory councils and User groups consisting of IT and business leaders from SAP’s customers
- Maintain and foster Industry networks and influence
- Field enablement, including industry specific thought leadership, sales assets, training curriculum
- Drive overall Energy & Utilities business across pure Oil, Gas, Energy boundaries
Solution Management and Innovation
- Further increase SAP’s Cloud footprint in the Oil, Gas, Energy industries across different industry segments as Upstream, Midstream, Downstream, Oil Field Services, etc.
- Drive and execute on the portfolio strategy, including industry specific offerings, build-buy-partner recommendations
- Own Solution Management for Industry specific solutions or Industry tailored LOB Solutions
Go-to-Market
- Industry GTM strategy, business planning, and alignment with regional leadership while driving operating model, versus organizational model. (i.e. management by influence, strong internal communication, interlock, etc.)
- Customer engagement and pipeline generation, including strategic deal support and executive relationships
- Eco-system strategy and partner alignment to scale, including joint go-to-market, joint portfolio planning, eco-system development
- New products introduction to the market and respective GTM activities
- Solutions definition and assembly across all market categories, supported by strong value proposition, customer references and pricing
- Content development driving marketing and communication campaigns
- Drive overall Energy & Utilities business across pure Oil, Gas, Energy boundaries
Additionally, people management skills are required
- Management of diverse team of solution managers and experts
- 360° management of the primary domains of SAP’s business with integration across Industry Business Unit, Product Development, Customer Success, Partner Management, and Marketing & Solutions
- Employ short/mid/long-term focus to balance execution of the business, with respective transformation of the business, align team on business success and clear deliverables
- Management of global as well as virtual teams
EXPERIENCE and SKILLS
Experience and proven track record in Oil, Gas, Energy sales/ presales/ consulting/ business development position with accountability to business growth, revenue targets and industry co-innovation
Good understanding of Oil, Gas, Energy customer demands and strong customer relationship builder
Thorough understanding of the industry, key trends and opportunities, competitive landscape
Track record of exceeding ambitious revenue and profitability targets
Experience in running a P&L
Experience in managing effectively and through influence in a matrix organization
Experience in managing a business of scale; strong bias / motivation towards significant growth above market
Strong customer centricity (time invested, quality achieved, differentiation with competitors, references, etc.)
Proven business development & sales leadership skills in both new markets and mature / established markets
Executive presence, excellent communication skills (internal and external)
Ability to work at both strategic and tactical levels
International experience, understanding of the varied business and cultural environments across the globe
Experience in managing global / diverse and virtual teams, global work experience
Highly motivated by the opportunity to identify critical trends, technology innovations and partnerships and to combine them with existing solution capabilities to create new markets and opportunities in an industry
Focus on quality and excellence
COMPETENCIES
Knowledge of the Software Industry, competitive landscape, key trends (>10 years)
Sales and Presales Experience in the Software Industry (<5 years)
Deep knowledge of the Utilities Industries trends and opportunities (> 5 years)
People Management experience (> 5 years)
P&L management
Customer focus, trusted advisor, relationship builder
Problem solving and results orientation
Strategic business planning and organizational planning capabilities
Cross-functional leadership (e.g. development, sales, consulting)
Strategic thinking, analytical skills and executive data synthesis
Initiative and judgment
Excellent Communication Skills (Verbal, Written, Listening, Presentation)
Executive presence and influencing skills
Ability to work effectively in a matrix environment
Ability to manage conflict with goodwill
Fluent English, other languages a plus
International experience, living abroad a strong plus
Intercultural Management & Communication
Location: Houston, US
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: 375032 | Work Area: Solution and Product Management | Expected Travel: 0 - 10% | Career Status: Executive | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.