Ariba UK Limited
Date: Dec 4, 2017
Location: San Ramon, CA, US
Requisition ID: ******
Work Area: Education and Training
Expected Travel: 0 – 10%
Career Status: Professional
Employment Type: Regular Full Time
Original Posting Date: 12/4/2017
As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.
Location: San Ramon, CA
Purpose and Objective: SAP America, Inc. seeks an SAP Academy for Sales Faculty Lead at our San Ramon, CA location to continuously enhance the Sales curriculum to ensure that it is preparing the Sales Associates for the latest messaging, positioning & SAP strategic topics.
Expectations and Tasks: Provides coaching to the SAP Academy for Sales faculty. Develops agenda & manages the numerous senior executive visits to the Academy in partnership with the SAP Academy for Commercial Sales/Presales leads & the SAP Academy Ops Lead. Manages budget. Provides frequent updates to the GVP of SAP Academy to ensure alignment. Partners closely with Field Transformation & Readiness & HR/legal teams to manage Associates performance & Associate personnel issues. Creates & shares reporting metrics which provide insight into the success of the Academy grads. Provides high-quality customer facing experience and continuous innovation in curriculum content creation & delivery. Leads team of six faculty members ensuring that the faculty is prepared and ready each day to deliver a high impact, creative and memorable classroom and training experience. Creates & oversees 12-week classroom rotation experience which supports continuous development of high performing Sales Executives. 10% travel required.
Education and Qualifications/Skills and Competencies: Bachelor’s degree in Communications, English, Business Administration, Marketing, Economics, or a related field of study and 10 years of experience required. The company will also accept a Master’s degree and 8 years of experience.
Work Experience: Experience must involve the following B2B Sales techniques training in multicultural environments, including SPIN Selling (2-day) Train-The-Trainer program by Huthwaite International (or equivalent); Challenger Sales Training certification by CEB (or equivalent); and 5 years of experience delivering High-Impact Questioning Skills training sessions to a diverse audience, particularly: junior, multicultural and non-native English speaking participants, with the objective of tailoring the teaching to regional and local practices. Experience must involve B2B Sales coaching in multicultural and multilingual environments, including SPIN Coaching program by Huthwaite International (or equivalent); and 5 years of experience coaching sales professionals in the use of High-Impact Questioning skills, particularly junior sales representatives, in a multi-cultural, multi-lingual environment, to assess skills and run coaching sessions in various languages (for example, but not limited to, English, French or Spanish). Experience must involve synchronous training delivery through virtual and face-to-face sessions, including InSynch Training certification (or equivalent); experience in virtual training platforms, including Adobe Connect and Skype; and 5 years of experience delivering live training sessions, virtually and in-person, using a variety of engagement techniques to optimize training participants’ learning experience and knowledge retention. Experience must involve B2B Sales Experience, including B2B complex software sales and techniques; and 3 years of experience managing end-to-end software license deals in a B2B complex sales environment, including pipeline creation, deal qualification, deal execution, direct and indirect sales and complex negotiations. Experience must involve collaboration and sales software, including SAP Jam and SAP CRM; 1 year of experience using SAP Jam as a collaboration platform for training content and assets management, learning retention and learner engagement; and 3 years of experience using SAP CRM to manage accounts and opportunities. Experience must involve learning and development strategies, including training programs development; and 2 years of experience developing and/or managing training development programs, in B2B sales environments, providing a career progression framework to junior sales executives. Experience must involve team management; and 5 years of experience in a managerial position, involving problem-solving, decision-making, planning, delegation, communication, and time management. 10% travel required.
Internal use only: reference code lhrs4262
SAP’S DIVERSITY COMMITMENT
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.
SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable 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 (Americas:**************************** or ****************************, APJ: *******************, EMEA: ***************). Requests for reasonable accommodation will be considered on a case-by-case basis.
EOE AA M/F/Vet/Disability:
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, gender, sexual orientation, gender identity, protected veteran status or disability.
Nearest Major Market: San Francisco
Nearest Secondary Market: Oakland
Job Segment: Academic, SAP, ERP, Curriculum, Education, Sales, Technology
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