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Strategic Customer Engagement Leader

3 months ago

Vancouver, British Columbia, Canada SAP Full time

Empower Global Business Success

At SAP, we are dedicated to fostering an environment where you can excel. Our corporate culture emphasizes teamwork and a shared commitment to enhancing global business operations. We prioritize building a foundation for the future and cultivating a workplace that values diversity, flexibility, and a mission-driven approach. We provide a collaborative and supportive team atmosphere, focusing on continuous learning and development, recognizing individual contributions, and offering a range of benefits tailored to your needs.

The Global Account Executive Expert, referred to as the 'Managing Partner (MP)', serves as the primary global account leader for one or more Strategic Customers. The MP is responsible for steering comprehensive customer engagement and is accountable for driving the adoption of innovations, leading growth in software, cloud, and services, and ensuring customer satisfaction and loyalty throughout their journey.

This role involves leading and coordinating SAP's initiatives across all business lines and board areas, orchestrating all SAP stakeholders around a clearly defined 3 to 5-year joint innovation roadmap aligned with the customer's strategic goals, utilizing a structured governance model.

The MP will guide the client’s digital transformation vision and roadmap, ensuring SAP's effective execution of that strategy.

To achieve success, the MP must ensure the following key components are established:

  • A well-defined Account Plan and strategy developed collaboratively with the Market Unit and the extended Virtual Account Team (VAT).
  • A mutually committed multi-year roadmap with the customer focused on driving innovation and transformation.
  • A jointly agreed governance model that maintains focus on a set of strategic initiatives.

These elements support the Strategic Customer Engagement Approach, ultimately driving value creation, execution, and realization for the customer.

The MP's performance is measured by growth in net new bookings in cloud software and services, maintaining revenue through renewals, and improving customer satisfaction over time.

Targets and priorities are established in collaboration with the Regional SCP Head and the Market Unit Head, and shared with the Global SCP Head.

The Managing Partner:

  • Leads the execution of the account strategy, integrating Software, Cloud, Services, Support/Maintenance, Partners, and Channels.
  • Ensures alignment of SAP's Virtual Account Team to achieve business outcomes through digital transformation, including the creation and execution of a 3-5 year digital transformation roadmap.
  • Utilizes a deep understanding of the customer's business to educate and challenge their thinking, providing innovative perspectives on competition.
  • Develops long-term relationships with C-level executives, managing a robust joint governance model and ensuring engagement from SAP's executive sponsor.
  • Facilitates Integrated Account Planning, expanding SAP's presence through collaboration with all relevant lines of business and strategic partners.
  • Identifies customer challenges proactively and proposes SAP solutions, influencing a virtual team across various lines of business, functions, and regions.
  • Drives revenue growth across all SAP lines of business throughout the customer lifecycle, creating barriers to entry for competitors.
  • Promotes the adoption of premium support services.
  • Provides leadership in Value Management and realization, connecting methodologies with consulting delivery and fostering collaborative strategic roadmaps.

Qualifications and Experience

  • 10+ years of experience in Sales or Consulting within complex business software or IT solutions.
  • 5+ years of industry-specific expertise.
  • 5+ years of experience in Large Account Management or leading account teams.
  • Comprehensive knowledge of SAP's offerings, including Service and Support.
  • Experience as an (Associate) Partner at a System Integrator or in Business Consulting Management.
  • Understanding of the financial, competitive, and regulatory landscape.
  • Experience in long-term resource and technology planning.
  • Exceptional communication skills.
  • Fluent in Business English and local language.
  • Strategic thinker with a high degree of creativity and innovation.
  • Bachelor's degree or equivalent.

Commitment to Excellence

SAP innovations empower over four hundred thousand customers globally to collaborate more effectively and leverage business insights. Originally recognized for our leadership in enterprise resource planning (ERP) software, SAP has evolved into a market leader in comprehensive business application software and related services, including database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and over one hundred thousand employees worldwide, we are purpose-driven and future-focused, committed to a collaborative team ethic and personal development.

Inclusive Culture

SAP's culture of inclusion, focus on health and well-being, and flexible working models ensure that everyone feels valued and can perform at their best. We believe that our strength lies in the unique capabilities and qualities each individual brings to our organization, and we invest in our employees to inspire confidence and help them realize their full potential. We are dedicated to unleashing all talent and creating a more equitable world.

SAP is proud to be an equal opportunity employer, committed to the principles of Equal Employment Opportunity and providing accessibility accommodations to applicants with disabilities.

Compensation Transparency

SAP believes in the importance of pay transparency as a step towards fostering an honest and supportive culture. We provide an annualized compensation range inclusive of base salary and variable incentives for the applicable career level. The targeted combined range for this position is 247,600 CAD. The actual offer will depend on various factors, including education, skills, experience, and role scope.

Requisition ID: | Work Area: Sales | Expected Travel: 0 - 50% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid