Job Description
Role Summary
Member of a global organization that is responsible for the overall revenue performance, growth, strategy, execution and sales operations of SAP’s most Strategic Customers (Strategic Customer Program (SCP) segment) – the top of SAP’s Go To Market pyramid.
He/she leads a team of SCP program managers who all drive revenue growth initiative and develop the best-in-class global account teams by building & sharing best practices across the globe.
He/she drives select revenue initiatives in key business and functional areas that will grow our position (share of wallet) and business impact at our strategic customers.
He/she will create, document and rollout best practices that brings our strategic customer engagement to the next level (i.e. support the rollout of the common engagement practice called “4-panel model”).He/she will focus on the support, enablement and growth of Managing Partners (GM of a Platinum customer) and Global Account Directors in their roles of selling & delivering to global accounts and managing Virtual Account Teams leading to the best-in-class account management force in the industry
He/she will work with the Regional SCP Head and teams to drive and support execution for specific revenue initiatives, as well as ensure consistent rollout of common practices.
He/she will be the trusted partner for a regional set of managing partners of Platinum accounts.
He/she will drive MP/GAD Best Practices & Enablement Agenda and drive the MP & GAD Academies
The candidate will report to the SVP and Global General Manager of SCP and will be based in MEE/EMEA (London or Walldorf preferred)
Desired Skills and Experience
Key Requirements
Extensive Sales, Account Management, experience required covering large, global accounts
Customer Experience in complex business software solutions
Deep industry or LoB process expertise preferred
Strong knowledge of the complete SAP offerings (including Service and Support)
Proven customer and revenue program enablement experience
Strong executive presence with both senior customers representatives and SAP senior leaders
Experience in leading/influencing global teams and functions
Ability to develop, orchestrate and lead initiatives relevant to the SCP accounts across SAP
Managing ambiguity and complexity within SAP driving revenue initiatives
Ability to craft direction, develop programs and simultaneously execute
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