Managing Partner
4 weeks ago
**We help the world run better**
At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.
The Global Account Executive Expert, commonly known as 'Managing Partner (MP)' is the global account leader assigned to one or more Strategic Customers) The MP, drives the total strategic customer engagement with the customer and is accountable for driving innovation adoption, leading global SW, Cloud and Services growth, the end-to end satisfaction, and reference-ability of the customer(s) throughout the customer lifecycle.
The individual will lead and coordinate SAP's efforts across all lines of business and board areas - orchestrating all SAP parties around a single, clearly articulated 3 to 5 year joint innovation roadmap based on a clear account strategy and direction in support of the customer’s strategic initiatives using the 4-panel governance model.
The MP will lead consultatively by shaping the client’s digital transformation vison and ultimately roadmap and leading SAP's execution of that roadmap with the customer.
To drive toward success, the MP ensures three critical elements are in place:
- A clear Account Plan and strategy which is developed in collaboration with the Market Unit and the extended Virtual Account Team (VAT).
- A jointly committed multi-year roadmap with the customer that focuses on driving innovation and transformation.
- As well as a jointly agreed to governance model that enables the right level of focus on a mutually agreed-to set of strategic initiatives.
All the above elements support the Strategic Customer Engagement Approach which ultimately will drive value creation, value execution, and value realization for the customer.
He/she is ultimately measured by growth in overall net new bookings in cloud software and services as well as protecting the revenue base (renewals) and increasing the NPS over time.
The targets and priorities are set with the Regional SCP Head, that region's MU Head and shared with the GM & Global SCP Head.
The Managing Partner:
- Orchestrates and leads the execution of the account strategy, incorporating Software, Cloud, Services, Support/Maintenance, Partners and Channels (including OEM).
- Ensures the alignment of SAPs Virtual Account Team to deliver on Business Outcomes Digital Transformation; Creation and Execution of Digital Transformation 3-5 Year Road Mapping Business Development through SAP relevance, executive messaging, shaping client’s digital strategy Completes long-term business strategy planning and creates the SAP-enabling innovation agenda with the customer
- Uses his/her deep understanding of a customer's business not simply to serve them, but to teach them; to push their thinking and provide them with new and different ways to think about their business and how to compete
- Develops long term c-level relationships, creates and manages a strong joint SAP-customer governance model, and ensures that the SAP assigned executive sponsor is appropriately engaged
- Leads Integrated Account Planning and ensures that SAP footprint is expanded with involvement of all relevant LOB's and strategic engagement with SI partners Proactively identifies customer problems and proposes SAP solutions in addition to those already identified Influences and leads a virtual team of resources from various LOBs, functions and geographies.
- Drives revenue growth across all SAP LOBs throughout the customer lifecycle Creates barriers to entry for competitors, protecting SAP's customer base
- Drives adoption of and protecting premium support services (MaxAttention )
- Provides leadership around Value management and Value realization, enabling connection of Value Engineering methodologies and business transformation practices to (Business) Consulting delivery Bi-directional Collaboration with the customer, Institution of Strategic Customer Engagement Model. driving Bidirectional Strategic Road Maps
Experience & Education Requirements
- 10+ years of business experience in Sales or Consulting with complex business software / IT solutions
- 5+ years of deep industry/domain expertise
- 5+ years of Large Account Management experience / leading account teams
- Strong knowledge of the complete SAP offering (including Service and Support)
- Several years as (Associate) Partner at System Integrator (e.g. AC) or Several years of Business Consulting Management or Value Engineering
- Knowledge of financial, competitive, regulatory environment (as applicable)
- Experience with long t
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