Head of Sales Concur Brazil

Requisition ID: 338590
Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Executive
Employment Type: Regular Full Time
Career Level: T5PM
Hiring Manager: Denis Tassitano
Recruiter Name: Yolette Caldwell
Additional Locations**:
**ROLE DESCRIPTION**:
We are looking for a Head of Concur, to grow and drive the business in Brazil. The overall job purpose of the Brazil Head is to build and lead a world class capability and team which will spearhead the SAP Concur growth in this region. Success in the role will be evidenced by properly forecasting and achieving significant revenue growth, and significantly increasing the value of sales to large strategic accounts.

The Brazil Head will define, develop, grow and scale the Brazil business in a way which draws upon the strengths of SAP Concur and responds to specific market needs in each country, generating competitive advantage in existing accounts and developing consistent new revenue streams that will guarantee short
- and long-term achievements.

The Head of LAC will build up the capability to ensure that all efforts are focused on improving commercial performance in the region (go to market, route to market, operational excellence, client and partner relationships). Clearly this individual must be equipped to play a significant role in representing SAP to the outside world.

**EXPECTATIONS AND TASKS**:

- Demonstrate outstanding execution track record along sales cycle, ensuring SAP Concur’s sales methodologies and common processes are in place and defining clear territory engagement guidelines.
- Monitors and takes necessary proactive measures to ensure adequate pipelines of opportunities and demand generation for sustainable growth.
- 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 both SAP Concur’s and SAP Brazil executive management teams.
- Ensure there is a proper business case with clear and attractive Return On Investment (“ROI”) impact, on each proposal SAP Concur presents.
- 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 their business through integrated solutions.
- 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.
- Bring SAP Concur’s global strategies alive across the region and be the conduit between global and MU leaders.
- Responsible, together with LAC Regional VP, for customer retention.
- Support the development of solid references.
- Accountable for leading and facilitating an adequate governance model that will leverage cross line of business efforts.
- Alignment with SAP Brazil President strategies and goals.
- Take advantage of internal account teams as well as development and support organizations, involving them on the early stages of sales cycles and driving expected results.
- Inspire and influence internal stakeholders, experts and other resources not under direct control, help remove obstacles and aiming goals achievement.
- Guarantee that each sales team member will deliver on expected quarterly/annual sales objectives.
- Recruit, develop, train and motivate a group of high achieving A-players.
- Facilitate alignment and effective communication across all teams, partners and customers and promptly resolve any conflict to encourage harmonious and productive interaction.
- Facilitate individual growth and development of regional teams, setting objectives, performance standards and priorities, coaching and acting as role model on sales approaches and account leadership.
- Effectively manage remote resources, dedicating quality time and leveraging company’s resources.
**WORK EXPERIENCE**:

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.
- Expert in the IT industry (prime targets being IT Consulting, system integrators of scale and global software companies) and knows how to demonstrate outstanding business knowledge
- Knowledgeable in the Enterprise Solutions Sales and Services industry, ERP solutions knowledge, Mobility, Travel & Expense Management and in-memory platforms, and Cloud services. Track record will be important as well as traction with Global Strategic accounts.
- Well developed strategic skills to drive Sales and Marketing and go-to-market improvement.
- Has experience in growing a business in a relatively short timeframe and with aggressive growth targets; proven track record to build a team and capability.
- Demonstrated ability to work effectively w