Sovereign Cloud Business Lead UK

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The geopolitical situation coupled with the increasing number of regulations emerging across the globe manifest a major opportunity for SAP to grow and capitalize on the value proposition of our Sovereign Cloud (SC) offering and our early mover advantage in this space based on the investments made in selected key target markets. The SC CRO unit in Customer Success is responsible for driving the holistic Sovereign Cloud market strategy and its field execution for the Customer Success board area in close collaboration with the Sovereign Services and Delivery (SSD) unit in the CS&D board area to materialize on the distinct growth opportunities.

To further strengthen the execution and refinement of the global SC strategy into the local SC market specifics, we are looking for a local leader to drive SC to the next wave of success. As the business/GTM lead for Sovereign Cloud for the UK, you represent global SC leadership locally and will work closely with MU leadership and key business functions owning and evolving the SC GTM strategy for the respective markets, driving sustainable growth in bookings and revenue, leading key engagements, and scaling and adopting the SC value proposition to evolve and execute the customer value journey for Sovereign Cloud in the market.

You will drive success in the following ways:

• Strategy, value proposition and customer demand: Lead the overall SC execution in the UK market in close collaboration with MU/regional leadership and local sales/VAT management to drive bookings and revenue growth. Drive internal & external mindshare on SC, further refining and promoting the vision and value of Sovereign Cloud in the context of the overall SAP Cloud narrative. Diversify the overall Sovereign Cloud value proposition and execution strategy considering local market specifics. Collaborate closely with marketing and respective teams to contribute to customer-facing events and campaigns, presenting SAP SC solution capabilities, value proposition and key differentiators to further stimulate demand.
• Play a key role in generating a strong pipeline for SC in the target market through close collaboration with marketing, demand management, local sales / VAT teams, SC CoE & presales, partners and in targeted customer engagements. Closely collaborate with global and local business functions critical for the success of SC as well as with the local SC delivery and operations team from SS&D. Act as a trusted advisor, guiding customer executives and SAP teams on Sovereign Cloud throughout the customer value journey.
• Collaborate closely as part of VAT teams and with key partners in the market to support engagements with expertise to help progress key deals and grow bookings. Partner with sales teams to identify further revenue opportunities and craft account strategies. Support key customer engagements and act as a multiplier for the customer facing teams. Provide visibility to stakeholders on required corrective measures to drive sustainable success from bookings, revenue and renewals perspective.

Build scale, adoption and standardization for SC engagements: Engage and enable key partners such as GSSPs/SIs on Sovereign Cloud to drive further scale through the ecosystem. Work with adoption services teams such as PrS, CAS and secure support to help define a holistic post-sales / adoption services portfolio compliant with Sovereign Cloud boundaries for the specific market fostering strong customer adoption in line with NLAC. Establish and foster an active community of Sovereign Cloud experts across the market and share experiences with other SC markets. Act as a key feedback channel for customers & the VAT team into SC global leadership, engineering and the portfolio process including product and adoption feedback. Identify GTM/execution hurdles and propose risk mitigation strategies.

Experience and competencies: Proven track record of driving business results in Sales roles with seniority in customer facing engagements on decision maker level. Good understanding of SAP Sovereign Cloud. Excellent organizational, business planning, and program management skills. Strong analytical skills with a high level of innovative thinking, change agility, resilience and integrity. Proven Business Acumen. Excellent communication and relationship-building skills. Strong team player driving outcomes in a diverse and dynamic organization. Proven relationship-building skills given global environment and matrix organization. Good understanding of Cloud technology, Cloud compliance, regulations and cybersecurity. Experience with hyperscaler technologies. Strong analytical skills with a high level of innovative thinking, change agility, resilience and integrity. Demonstrated ability to anticipate and solve problems. Excellent listening, written and oral communication skills.

NB: You will be expected to travel approx. 3-5 days per month.

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