Sales Director

About the Role

JCA Associates is seeking a Sales Director to lead SAP sales efforts in Riyadh, Saudi Arabia. This full-time role involves identifying and securing new SAP project opportunities within the Kingdom. The ideal candidate will have a strong network across KSA and previous experience as an SAP Consultant, SAP Architect, or SAP Project Manager to drive sales initiatives for cloud adoption, SAP RISE, and SAP BTP.

Key Responsibilities

• Own the KSA SAP growth agenda and market plan.
• Build executive relationships with SAP KSA and priority clients.
• Convert opportunity portfolios into qualified pipelines and profitable signed work.
• Lead go-to-market strategies across S/4HANA RISE, GROW, advisory and assurance, AI use cases, BW to Business Data Cloud, and e-invoicing for enterprise and mid-market clients.

Director-Level Accountabilities

• Accountable for the KSA SAP sales strategy, annual bookings plan, qualified pipeline coverage, forecast accuracy, and sales execution.
• Manage senior relationships with SAP KSA and target-client executives, establishing joint account plans and alliance governance.
• Chair opportunity qualification and go/no-go recommendations, ensuring a single pursuit strategy.
• Lead complex pursuits from origination to contract signature, coordinating various stakeholders.
• Own commercial strategy and negotiation within delegated thresholds, including price-to-win, margin, risk-reward, and deal structure.
• Sponsor sector and offering go-to-market plans, investment cases, campaigns, and partner-sourced demand.
• Maintain accurate CRM records, pipeline probabilities, values, milestones, dependencies, and executive forecasts.
• Build sales capability through coaching, succession, and selective hiring, contributing to regional SAP leadership decisions.
• Ensure all commitments align with solution, delivery, commercial, legal, and risk approvals under governance.

Experience and Leadership Requirements

• Over 10 years of experience with a director-level record of originating, shaping, and closing large, complex SAP transformation and managed-services deals, preferably in Saudi Arabia or the GCC.
• Demonstrated ownership of material bookings, pipeline, and margin targets, with strong forecast discipline.
• Quota carrying experience of 20M-50M USD.
• Executive network and credibility across SAP and relevant KSA sectors, with evidence of developing new relationships.
• Experience leading multi-service-line pursuits, competitive negotiations, and governance through contract signature.
• Strong commercial, financial, contractual, and risk judgment, with the ability to present investment and deal recommendations to senior leadership.
• Proven people leadership, coaching, and team-building experience.

Performance Measures

• Bookings, revenue, and gross margin against approved annual plan.
• Qualified pipeline coverage, stage conversion, win rate, and forecast accuracy.
• Value of SAP-sourced and jointly pursued opportunities; strength of alliance governance.
• Deal quality, risk profile, and compliance with approval gates.