Head of Services Sales; FLSM

Overview

Head of Services Sales; FLSM Jobs in Sandton, South Africa at SAP

Position: Africa Head of Services Sales (FLSM)

The Africa Head of Services Sales (FLSM) is responsible for driving the growth, execution, and overall health of the Services Sales portfolio across Africa South. This role plays a critical part in accelerating the transformation of the services business, including the rollout, adoption, and scaling of SAP Success Plans and cloud services across diverse and developing markets.

Key Responsibilities

Build a resilient and scalable services business

• Develop and execute a Services Sales growth strategy for Africa, aligned with regional and global CE&A and Customer Success priorities.
• Own and deliver the Africa Services Sales booking targets across subscription and non-subscription services.
• Drive the positioning, sales, and adoption of Success Plans and cloud services, adapting go-to-market approaches to local market maturity and customer readiness.
• Define and execute the Services go-to-market model for Africa, including direct‑led, partner‑led, and co‑sell motions, aligned to country maturity, partner capabilities, and delivery feasibility.
• Segment countries and sub-regions based on size, growth potential, and cloud readiness, and prioritise investment, coverage, and capacity accordingly.
• Own services deal governance and pricing discipline, ensuring commercial competitiveness while maintaining global standards, contribution targets, and sustainable delivery models.
• Partner closely with Customer Success, Delivery, and Partners to ensure commercially viable and operationally executable services engagements.
• Contribute to long‑term cloud revenue growth by supporting customer adoption, consumption, renewal, and expansion outcomes.

Drive transformation, demand creation, and followership

• Lead the transition from legacy services models (e.g. Premium Engagement / Preferred Success) to the Success Plans portfolio, ensuring clarity, alignment, and disciplined execution.
• Actively shape services demand early in the sales cycle by engaging in account planning, opportunity strategy, and value articulation alongside Customer Success and Industry teams.
• Champion a Cloud Mindset focused on customer value journeys, adoption milestones, and measurable outcomes.
• Act as executive sponsor for selected strategic customers and complex transformational engagements.
• Serve as a senior Services Sales leader within the Africa organisation, promoting a One‑SAP, One‑Services approach.
• Represent Africa Services Sales in regional and global forums, influencing strategy, investment priorities, and portfolio evolution based on market realities and customer feedback.

Field, lead, and develop a high‑performing team

• Directly lead, coach, and develop a geographically distributed team of Services Account Executives.
• Set clear performance expectations and drive a rigorous operating cadence, including pipeline management, forecasting, deal reviews, and early risk identification.
• Ensure consistent execution discipline across markets while allowing flexibility for local commercial and customer realities.
• Build a strong and diverse talent bench by focusing on enablement, skills development, engagement, and retention.
• Collaborate closely with Sales leadership, Customer Success, Delivery, and Operations to ensure seamless end‑to‑end services engagement.
• Encourage innovation in commercial constructs and selling approaches suited to emerging and developing markets.

Key Competencies

• Customer Focus:
  Strong commitment to customer outcomes, adoption, and long‑term value realization.
• Business Performance:
  Proven ability to deliver bookings, revenue, margin, and forecast accuracy in complex and price‑sensitive environments.
• People Leadership:
  Demonstrated success in directly managing sales professionals across geographies, with a focus on accountability, coaching, and growth.
• Cloud Mindset:
  Embraces SAP’s Adoption and Consumption operating model.
• Transformation & Change Management:
  Comfortable leading portfolio and operating model transitions.
• Cultural Intelligence:
  Effective leadership across diverse cultures, languages, and market maturities.
• Evangelism:
  Communicates vision clearly and inspires customers and internal stakeholders.

Required Experience

Title: Head of Services Sales; FLSM

Company: SAP

Location: Sandton, South Africa

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