דרושים Account Director ב-Sap ב-Bulgaria, Burgas

What you'll do:

As an Account Director (AD) at SAP, you will be responsible for building strong, long-term customer relationships, driving customer innovation, delivering value via SAP solutions, and ensuring that customer business objectives are met.

• Serve as the end-to-end account owner and maintain senior client relationships
• Drive sales and consumption efforts, identifying cross-sell and up-sell opportunities
• Lead (virtual) account team and coordinate all roles across the customer
• Drive customer value realization based on agreed business outcomes, including renewals, expansions, and upsells
• Utilize expert governance and stakeholder management skills
• Interpret consumption data and drive insights to action
• Orchestrate resources such as junior sales quota carriers as needed
• Demonstrate deep expertise in SAP solution portfolio with detailed understanding of the support processes and organization

What you bring

• 10+ years of experience in Sales or Consulting with complex business software/IT solutions
• Bachelor’s degree or equivalent required (MBA preferred)
• Proven ability to manage in highly complex organizations and apply risk-mitigation strategies
• Strong program/project management and commercial/deal support skills
• Excellent verbal and non-verbal communication skills

Meet your team

• You will work closely with the SAP Market Unit leadership, account teams, and industry teams, as well as align with product/solution management teams/organization.
• You will also partner with other SAP leads to maximize customer success and drive insights into action

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We win with inclusion

Successful candidates might be required to undergo a background verification with an external vendor.

The successful candidate will:

• Report to the Head of the Middle East and Africal Legal team.
• Be part of the Middle East and Africa legal team and as part of the SAP Global Legal. You will work closely with the SAP regional entities and the regional legal team.
• Act as the primary negotiator for commercial contracts with SAP customers and partners and provide trusted legal advice to SAP’s management and teams.
• Ensure that company business strategies are applied in recognition of legal implications and risks.
• Ensure that all contracts are in compliance with SAP’s legal, contractual and business processes and policies.
• Report legal disputes, legal aspects of customer escalations, and interact with outside counsel as necessary.
• Contribute to the overall success of SAP’s business and be recognised as a business partner with an understanding of SAPs business objectives and cloud strategy.
• Build strong stakeholder relationships and partner with account executives and sales managers and the wider SAP team such as Finance, Commercial and Revenue Recognition.
• Work closely with the SAP’s Office of Ethics & Compliance, and ensure an appropriate level of internal governance is in place in relation to transactions and other business activities.
• Work closely with the government affairs team, and ensure legal review of all updates to the relevant laws and regulation in the region and assess anad report any risks to SAP business.
• Understand and work according to the commercial pressures of a sales business in a high-pressure environment.

QUALIFICATIONS, EXPERIENCE AND SKILLS

• A qualified lawyer with excellent working knowledge of Contract and IT Laws with between 2-5 years of experience.
• Fluent in Arabic and English
• Excellent communication, negotiation and drafting skills.
• IT and IP legal experience.
• Working knowledge of Data Privacy and Data Protection Laws such as GDPR and PDPLs.
• Experience in negotiating commercial contracts with customers/partners.
• Works well with the other regional lawyers who are expected to support and operate as a team.
• Ability to thrive in a dynamic environment and cope well with pressure (including quarter end pressures).
• Works independently and creatively (whilst keeping critical stakeholders informed), collaborates well with different parts of the global organisation and responds effectively to SAP’s sales and management teams.

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Job Segment:Cloud, ERP, Outside Sales, Compliance, Law, Technology, Sales, Legal

What you'll do:

As an Account Director (AD) at SAP, you will be responsible for building strong, long-term customer relationships, driving customer innovation, delivering value via SAP solutions, and ensuring that customer business objectives are met.

• Serve as the end-to-end account owner and maintain senior client relationships
• Drive sales and consumption efforts, identifying cross-sell and up-sell opportunities
• Lead (virtual) account team and coordinate all roles across the customer
• Drive customer value realization based on agreed business outcomes, including renewals, expansions, and upsells
• Utilize expert governance and stakeholder management skills
• Interpret consumption data and drive insights to action
• Orchestrate resources such as junior sales quota carriers as needed
• Demonstrate deep expertise in SAP solution portfolio with detailed understanding of the support processes and organization

What you bring:

• 10+ years of experience in Sales or Consulting with complex business software/IT solutions
• Bachelor’s degree or equivalent required (MBA preferred)
• Proven ability to manage in highly complex organizations and apply risk-mitigation strategies
• Strong program/project management and commercial/deal support skills
• Excellent verbal and non-verbal communication skills
• Fluent English and Czech

Meet your team:

• You will work closely with the SAP Market Unit leadership, account teams, and industry teams, as well as align with product/solution management teams/organization.
• You will also partner with other SAP leads to maximize customer success and drive insights into action.

​

Job Segment:ERP, Cloud, Account Manager, Manager, MBA, Technology, Sales, Management

YOUR FUTURE ROLE

As the Total Rewards Expert specializing in Share-Based Compensation, you will be responsible for the design and development of global equity programs and lead / support global projects around equity strategy topics which align with our strategic goals. You will conduct in-depth market research, analyze trends, and develop frameworks that allow us to attract, motivate, and retain employees while ensuring regulatory compliance and operational feasibility. Your role will be critical in creating share-based reward systems that are competitive, fair, and aligned with employee and business objectives. You will support M&A and PMI activities, by partnering closely with M&A HR to evaluate equity practices of target companies and determine the future equity approach.

Key Responsibilities:

• Conduct thorough market research and benchmarking to ensure our Share-Based Compensation strategies are competitive within the technology sector in Germany and internationally.
• Build and maintain a strong network within the equity compensation community to stay informed about industry trends, best practices, and regulatory changes.
• Develop, design, and implement comprehensive Stock-Based Compensation frameworks.
• Analyse and leverages internal and external market intelligence in the context of equity and translates into equity strategies and designs aligned to SAP business strategy
• Partner with Finance, Legal, and Equity Compliance to ensure all Share-Based Compensation programs comply with local and international regulations, tax laws, and best practices.
• Analyze trends in equity compensation to recommend and implement new and innovative approaches.
• Serve as subject matter expert for Share-Based Compensation, advising HR leadership on strategic compensation initiatives and presenting data-driven insights to support decision-making.
• Prepare and present periodic reports and analytics on the effectiveness of Share-Based Compensation plans and their alignment with organizational goals.
• Provide support in Mergers & Acquisitions and Post Merger Integration on equity-related topics
• Lead / support cross-functional equity design projects in a global environment
• Develop, simulate and plan the SBC following the guidance of the SAP SE executive board.

YOUR PROFILE

• Bachelor’s degree in Human Resources, Finance, Business Administration, or a related field (advanced degree preferred).
• 5-10 years of experience in Total Rewards, Compensation & Benefits, or a related field, with a strong focus on Share-Based Compensation.
• Very good knowledge of all aspects of equity compensation in a global environment
• High familiarity with general Total Rewards concepts (compensation approaches, analysis of market intelligence, …)
• Strong analytical skills with the ability to interpret complex data and market trends.
• Ability to think strategically and to put things into a broader context, at the same time pragmatic and execution-orientated working style with a can-do attitude
• Proven ability to successfully lead and deliver multiple projects and priorities working in complex structures and across functions and cultures
• Excellent communication skills, with the ability to influence and collaborate with senior stakeholders.
• Fluent in English; proficiency in German is preferred.

We win with inclusion

Seattle
BellevueJob Segment:Compliance, ERP, M&A, Cloud, Market Research, Legal, Technology, Management, Marketing

Customer-Centric Growth

• Identify and capitalize on opportunities to build new and strengthen existing customer relationships, driving up-sell, cross-sell, and broader adoption of SAP solutions across the organization.
• Serve as a trusted advisor, articulating the value of SAP’s integrated solutions and demonstrating how they align with customer objectives.
• Create and maintain multi-year account plans that aligns with the customer’s strategic goals
• Position the SAP Business Suite as a core component of the customer’s digital transformation
• Collaborate to monitor adoption and safeguard existing business by proactively addressing challenges and driving continuous improvement in solution usage.

Demand Generation & Pipeline Management

• Proactively create demand for SAP solutions by leveraging marketing campaigns, industry events, and executive engagements to ensure a steady flow of qualified oppurtunities.
• Maintain a rolling pipeline leveraging disciplined sales processes and the SAP CRM system.
• Collaborate with internal teams (e.g., Marketing, Digital Sales, Partners) to generate opportunities and ensure effective coverage across your assigned accounts.

Stakeholder Management

• Build and maintain C-level and senior leadership relationships, positioning SAP as a strategic partner in innovation.
• Serve as the primary advocate for the customer’s business objectives, ensuring timely resolution of challenges and facilitating collaboration across SAP’s internal teams to sustain a positive, outcome-focused relationship.

Thought Leadership & Best Practices

• Stay current on industry trends, emerging technologies, and best practices, sharing insights with customers to guide strategic planning.
• Lead by example in value-based selling, setting a high standard for business development and negotiation excellence.

QUALIFICATIONS & EXPERIENCE

• 5+ years of experience in enterprise software sales (SaaS/Cloud), with a track record of success in expanding existing accounts.
• Strong knowledge of SAP solutions, including the SAP Business Suite, and their relevance to Consumer Products & Retail customers.
• Fluency in French and English; German is an asset.
• Demonstrated ability to communicate with and influence C-level stakeholders, driving consensus around strategic initiatives.
• Familiarity with Romandie culture and business environment, ensuring strong regional alignment.
• Bachelor’s degree (or equivalent) in Business, IT, or a related field.

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Job Segment:Cloud, ERP, Software Sales, Account Executive, Technology, Sales

YOUR NEW ROLE

• Strategy development: design and implement comprehensive account-based marketing strategies tailored to specific high-value accounts, focusing on customer needs and business objectives.

• Campaign execution: create and manage targeted marketing campaigns, including digital marketing, content creation, events, and personalized outreach to engage decision-makers within key accounts.

• Work closely with sales teams to identify target accounts, understand their pain points, and align marketing efforts to support sales goals and initiatives.

• Conduct in-depth research on target accounts to gather insights on industry trends, competitive landscape, and potential opportunities for engagement.

• Content creation: develop personalized content, including case studies, whitepapers, and presentations, that resonate with target accounts and address their specific challenges.

• Performance tracking by monitoring and analysing the effectiveness of ABM campaigns using KPIs and metrics, adjusting strategies as necessary to maximize impact and ROI.

• utilize marketing automation tools, CRM systems, and ABM platforms to streamline processes and track engagement with target accounts.

• Foster relationships with key stakeholders within target accounts to enhance customer loyalty and drive long-term business growth.

• Collaborate with cross-functional teams, including product marketing, digital marketing, and customer success, to ensure cohesive messaging and alignment in account strategies.

YOUR PROFILE

• Solid experience in marketing, with a focus on account-based marketing or B2B marketing strategies.

• Strong project management skills with the ability to manage multiple projects and campaigns simultaneously while meeting deadlines.

• Proficient in data analysis and reporting, with the ability to derive actionable insights from campaign performance metrics.

• Excellent written and verbal communication skills, with the ability to create compelling content and engage stakeholders effectively.

• Familiarity with marketing automation platforms (e.g., HubSpot, Marketo) and CRM systems, as well as analytics tools.

• Proven ability to work collaboratively across departments and with various stakeholders, including sales and product teams.

• Strong understanding of customer needs and behaviours, with a focus on delivering exceptional value and building relationships.

• Ability to thrive in a fast-paced, dynamic environment and adjust strategies based on market changes and emerging trends.

In this role, you will be responsible for developing and executing targeted marketing strategies aimed at high-value accounts. By leveraging data insights and collaborating closely with sales teams, you will create personalized campaigns that drive engagement and conversion. The ideal candidate will have a strong understanding of ABM principles, excellent project management skills, and a passion for building relationships with key stakeholders.

Job Segment:ERP, Cloud, Marketing Manager, Product Marketing, Account Manager, Technology, Marketing, Sales