Industry leader? Well, how about an industry creator?!
WalkMe, an SAP company, pioneered the world's leading Digital Adoption Platform, helping organizations navigate change across any application or system. Today it is the platform that drives AI adoption across the enterprise. Enterprise work stays fragmented across applications, and that fragmentation compounds as AI advances. Traditional training and vendor-provided help leave organizations managing change one application at a time. WalkMe guides people through change, brings AI into the flow of work, automates tasks and shows executives how workflows perform. Global leaders including IBM, Nestlé, Thermo Fisher Scientific, and the U.S. federal government trust WalkMe. WalkMe turns AI potential into AI performance.
So, if you’re an expert in your field, and looking for an opportunity to work, collaborate, and innovate with some of the most talented people out there, WalkMe is the place for you!
WalkMe, an SAP Company, is seeking a highly strategic and results-oriented Senior Vice President (SVP) of APJ Sales to lead our revenue operations across Asia Pacific and Japan. Reporting directly to the Chief Revenue Officer, you will serve as a key member of the Sales Leadership team. You will have full accountability for achieving and exceeding revenue targets, driving net new logo acquisition and expanding our market share specifically across Japan, Singapore and Australia/New Zealand (ANZ).
You will utilize strong leadership and strategic thinking to drive business growth and maintain a dominant market presence. You will navigate complex commercial environments, manage SaaS transitions and work closely with both global and regional marketing, product and customer success teams to ensure a cohesive, integrated go-to-market motion.
What You'll Own
- Regional Revenue Leadership & GTM Orchestration: Own the consolidated APJ sales target, driving quarterly net-new ARR, expansion pipeline, Gross Retention, and Net Retention Rate (NRR) across commercial and enterprise customer tiers.
- SAP Market Unit Alignment: Drive top-level regional alignment with SAP Market Unit executive leadership, orchestrating co-sell initiatives across S/4HANA cloud ERP migrations, SuccessFactors, Ariba, and multi-vendor application environments.
- C-Suite Deal Acceleration: Act as the executive sponsor on flagship enterprise pursuits, partnering with direct reports to engage CIOs, CHROs, CFOs, and Chief Transformation Officers to close transformations.
- Operational Governance & Predictable ACV Forecasting: Manage regional forecasting cadence delivering accurate projections to executive leadership within a target margin.
- Market Unit GTM & Commercial Execution: Direct regional leaders in executing localized, multi-tiered go-to-market strategies across all segments, balancing velocity transactional sales with complex, value-led business transformation pursuits to drive predictable ARR growth.
- Business Transformation & Value Realization: Anchor regional commercial pursuits to strategic enterprise transformation initiatives, such as cloud ERP (S/4HANA) migrations, HR modernization, and application portfolio consolidations, positioning the platform as critical infrastructure that drives digital adoption, de-risks change management, and accelerates time-to-value.
- Ecosystem Scalability & Partner Co-Selling: Mobilize the broader partner ecosystem including regional SAP Market Unit teams, tier-1 GSIs (e.g., Accenture, KPMG, Abeam, IBM, Deloitte, PwC, EY), and domestic system integrators, to scale co-sell motions, expand partner-sourced pipeline, and ensure joint implementation delivery capacity.
What You'll Need to Succeed
- Experience: 10 to 15+ years of progressive B2B SaaS or enterprise technology sales experience, with a proven track record in the enterprise software industry. Direct SAP leadership experience in your employment history is HIGHLY preferred.
- People-First Leadership: 5 to 7+ years of experience in a VP or senior sales leadership position managing distributed teams and complex organizational transitions. A track record of developing senior leaders, recruiting top-tier diverse technical talent, and maintaining high team retention.
- Performance Record: A documented history of consistently meeting or exceeding multi-year sales targets and driving ARR (Annual Recurring Revenue) generation in highly complex, matrixed enterprise environments.
- Executive Presence: Proven ability to command the room with C-suite executives (CIO/CTO/CDO) and effectively advocate for the business at the board/executive committee level.
- Regional Expertise: Deep understanding of the APJ business landscape, with specific operational expertise scaling teams and revenue in Japan, Singapore, and ANZ.
- Operational Excellence: Proficiency in utilizing CRM systems (such as Salesforce) and sales analytics tools (Clari) to forecast outcomes, track pipeline activity, and optimize performance.
- Strategic Acumen: Exceptional problem-solving skills and the analytical capability to make informed, data-driven business decisions. Demonstrated ability to foster relationships with key regional stakeholders and strategic accounts.
- Education: Bachelor’s degree in business administration, marketing, or a related field; an MBA or relevant certifications are highly preferred.
What Sets Us Apart
- At WalkMe, we are dedicated to building a workforce that reflects the diversity of our global community and clients we serve through inclusive programs and initiatives including equal pay, employee resource groups, holistic benefits and more. We are committed to fostering an inclusive culture which celebrates the unique experiences and perspectives each Team Member brings to the workplace.
- Hybrid Work Arrangement: We offer a hybrid work schedule to perfectly combine the benefits of remote work and the essential connections and collaborations of onsite work.
- Supportive Culture: We focus on the whole person, celebrating what makes us unique, and create space for community.
- Professional Development: We encourage continuous learning and offer opportunities for career development through our career compass offering.
- Stay healthy and happy with Wellness@WalkMe! Enjoy quarterly wellness reimbursements, daily BrightBreaks to recharge, and WalkMe’s annual Wellness Month every July—because your well-being matters all year long.
- WalkMe provides health coverage options, where applicable, to ensure employees have access to essential medical benefits. Our offerings are designed to support the well-being and diverse needs of our global workforce.
- WalkMe offers a generous annual leave policy tailored to meet regional standards, ensuring all employees enjoy sufficient time off to rest and recharge.
- WalkMe offers RefreshMe Days throughout the year to further strengthen our commitment to work/life balance.
- Robust Retirement Contributions: Ask HR about the specific offerings for your region!
- SAP's acquisition of WalkMe highlights a commitment to enhancing user experience and streamlining software interactions, offering opportunities to work with cutting-edge technology that drives efficiency and innovation in the workplace.
At WalkMe, we approach Diversity, Equity and Inclusion (DEI) with the same level of collaboration, innovation and accountability that we bring to the rest of our business. We believe in the value of diversity and are committed to ensuring an equitable and inclusive workplace where every employee has an equal opportunity to achieve success.
WalkMe does not discriminate. If a candidate requires a reasonable accommodation to complete a job application, pre-employment testing, or a job interview or to otherwise participate in the hiring process, please contact your Talent Acquisition partner immediately.
TO ALL RECRUITMENT AGENCIES: WalkMe does not accept agency resumes. Please do not forward resumes to WalkMe employees or any other company location. WalkMe is not responsible for any fees related to unsolicited resumes and will not pay fees to any third-party agency or company that does not have a signed agreement with the Company for this specific role.
