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ROLE INFORMATION
· Proactively drive mutual success across the CVJ engagement model, encompassing key milestones from discovery, select, adoption, derive, to extend.
· Execute enterprise-level Relationship Assessments (RA) and coordinate LoB Relationship Assessments
· Develop, maintain, and execute enterprise-level Outcome Success Plans (OSP) inclusive of all LoBs
· Drive cross-LoB adoption, entitlements consumption and document business impact
· Secure renewals in collaboration with the Commercial Center as well with Sales for up/cross-sell opportunities to safeguard recurring revenue and enable business expansion
· Collaborate with sales for up/cross-sell opportunities to safeguard recurring revenue and enable business expansion
· Proactively address improvement opportunities identified via NPS
· Remain knowledgeable on customer industry, strategy and market conditions
· Assist with escalations and management of critical situations
· Develops deep relationships with key Customer decision makers and executive sponsors and leads quarterly review meetings.
· Assists customers with transformational change by facilitating and coordinating cross functional involvement with solutions consulting and services delivery.
EXPERIENCE & ROLE REQUIREMENTS
· Experience driving customer value realization based on agreed business outcomes including driving renewals, expansions and up-sells
· Possesses strong knowledge of best practices and leading business commerce enablement strategies specific to the S/4 HANA Cloud value proposition.
· Demonstrated success navigating difficult customer situations and discussing sensitive issues with executives
· Broad understanding of SAP solution portfolio and the business processes they enable
· Business outcome, value realization modelling, ROI experience
· Expert governance and stakeholder management skills
· Expert verbal/non-verbal communication, relationship building and executive presence skills
· Knowledge of SAAS and IAAS processes (e.g. provisioning, onboarding, customer support)
· Experience driving renewals, expansions and supporting up-sells
· Experience consulting on complex global transformation programs and applying risk-mitigation strategies
· Bachelor’s degree or equivalent required
· Ability to travel up to 30%, as needed
San Jose
Palo Alto
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