SAP Customer Success Partner Senior Advisor - Fieldglass Ariba 

Saudi Arabia, Riyadh Region 

632743480

Duties and Responsibilities

• Develop and implement account strategies and implementation plans for emerging and renewal customers that further existing account adoption and identify new business opportunities within assigned accounts. These plans should:
  • Increase spend under management, network adoption, transaction volume and trading relationships on the SAP Business Network.
  • Ensure rapid adoption and enablement of solutions that drive value for the customer.
  • Expand business process automation across the specific Line of business applications.
  • Increase the customer’s usage aligned with their contracted cloud applications up to and beyond the entitlements that they have.
• Complete Relationship Assessments, Outcome Success Plans, initiate tracking, and maintain associated tasks for each account in the portfolio.
• Develop and nurture account relationship and engage C-Level and program sponsors to ensure customer success.
• Track SLA performance, usage and adoption metrics, and overall customer satisfaction.
• Meet or exceed account-specific revenue and profitability goals for account portfolio including but not limited to renewals, subscription software expansion, and network revenue growth.
• Maintain a close working relationship with other regional business teams (such as SAP and Cloud LoB AEs, Services Account Managers, Product support personnel, Global Account Directors, Managing Partners and other customer facing personnel) in support of global customers and corporate functions necessary to support all assigned accounts.
• Act as primary escalation point for cloud solutions for those accounts within their portfolio.
• Drive opportunity development (including growth and qualification of pipeline in conjunction with assigned Account Executives) and accurate forecasting of the renewal and network growth
• Deal management and commercial negotiation of the entire opportunity (from opportunity to close) for renewals
• Facilitate quarterly Account Reviews and monthly Relationship Reviews with customer and Account team members to confirm ongoing customer account goals and strengthen relationships
• Contribute to library of success plays and best practices to further grow SAPs ability to drive customer success
• Identify opportunities at customer to grow SAP footprint through expansion of licenses or services

WORK EXPERIENCE:

• Previous experience with Fieldglass solution is mandatory (At least one-year experience)
• Strong Procurement Line of Business specific experience:
  • Supply chain, Finance and Procurement and eBusiness expertise
• 5+ years of experience in at least one the following areas:
  • Managing complex customer engagements
  • Commercial experience including experience developing account management plans and contract negotiation
  • Selling or delivering consulting services
• Customer relationship management and sales team management expertise
• Proficiency in SAP Commercial and Account Management Systems: CRM, Totango,
• Financial systems, financial planning and enterprise resource planning expertise
• Complex Account Management

Preferred Qualifications

• Bachelor’s or Master’s Degree
• 5+ years of overall business procurement experience
• Strong track record of multi-tasking/being highly organized and structured
• Experience in Consulting, account management, SaaS renewals
• Contract negotiation experience on either the buy or sell side
• Analytical, and commercial savvy
• Problem solving attitude with a Customer Focus.
• Multi-lingual: Proficient in English. Arabic is a plus.

Soft Skills

• Expert relationship building skills
• Excellent verbal and non-verbal communication skills
• Expert governance and stakeholder management skills
• Strong commercial / deal support skills especially subscription based

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