SAP Senior Services Account Executive - Canberra 

Australia 

837647845

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.

• Role is based in Canberra
• To be eligible for further consideration you will require Australian Citizenship or PR and an AGSVA-issued security clearance (or the ability to obtain one)
• Only applicants currently residing in Australia will be able to be considered further given restricted mobility and visa availability.

Core tasks may include:

• Builds a foundation within an assigned account(s) on which to harvest future Services business opportunities > Accountable for booking and revenue Services targets for assigned account(s)
• Origination and management of opportunities and bids, deal closure through the formal sales cycle
• Sells the complete Services portfolio aligned to customer needs (according to the defined Sales bag)
• Single Point of Contact for the customer representing the SAP Services organization
• Direct contributor to overall long-term success of customer and partner relationships
• Orchestrates resources: deploy appropriate teams to execute winning sales and delivery
• Accountable for all Services Commercial aspects in the assigned account(s)
• Supporting Delivery Teams engaged in delivering against existing contracts
• Developing and delivering sustainable, long-term customer engagements across all SAP products and services to support our customerʼs success.
• Supporting customerʼs transformation journey, with full accountability across Sales and Delivery
• Setting strategic goals and outcomes to support the customerʼs business objectives

Account and Stakeholder Management

• Focused on customer success, transformational outcomes, driving customer loyalty, satisfaction and renewals
• Leads and drives relationship on C-level in tight collaboration with the Industry Account Executive and the Global Account Director, the rest of the Virtual Account Team and internal stakeholders
• Develops and maintains Trusted Advisor relationship with customer executives
• Orchestrates all non-license sales, delivery and success resources on the account
• Develops and aligns with customer on Business Innovation, Consumption (application) and Transformation roadmap Sales
• Accountable and also largely responsible for all sales related activities including account planning, forecasting, reporting, opportunity origination, opportunity management and closing
• Accountable for the development of proposals, tenders, and or responses to requests for proposals associated with the engagement in order to win new deals for SAP
• Accountable to originate and drive cross and upsell opportunities within existing customer engagements
• Accountable for commercial negotiations and driving SAP interest
• Focus on expanding the SAP footprint at the customer by driving profitable revenue growth across all Lines of Business Delivery
• Accountable for planning and delivery of all Services engagements business objectives, scope and solutions within contractual obligations, quality criteria, on time and budget/margin requirements realizing business outcomes
• Optimisation of the delivery models through the use the off-site services delivery framework, incorporating SAP leading practice & tools, automation and innovation tools and offerings
• Resolution of distressed engagements including political situations, solution challenges, delivery, resource, budgeting, change, commercial and legal issues affecting the engagement Customer Success • Monitors cross LoB adoption, entitlements consumption and documents business impact
• Accountable for customer services commercial events
• Accountable for execution of standardised engagement success methodology, experience & educational requirements experience
• Demonstrated track record of Leadership Positions
• Strong experience in managing customers, partners and internal resources to secure timely results
• Management of all resources, including remote, off-site resources and partner and 3rd party resources, integrating strong disciplines and collaborative outcomes
• P&L management for assigned area responsibility

Functional Experience

• 7+ Years Account Management Experience of effectively managing large complex customers and programs
• Successful track record of managing Large Accounts, leading account teams and developing account plans
• Strong experience of constructing and implementing business transformation, innovation and consumption/application roadmaps linking technology initiatives to realized business benefits
• 7+ years of transformational experience across large programs which include P&L management of large engagements
• 7+ years of deep industry/domain expertise
• Proven experience with engaging, operating with and aligning with C-level stakeholders internally and at large, Government customers and in a Matrix Environment
• Proven experience in successfully leading cross functional teams without authority
• Managed at least 1 large-scale SAP implementations
• Knowledge of financial, competitive, regulatory environment and management of related implications for sales and delivery in Government projects/programs.
• Proven ability to develop well-structured plans (short, medium and long term) in relation to account development, delivery, roadmaps
• Proven track record of networking and executing across the complete SAP business portfolio and all Lines of Business Partner Ecosystem Expertise
• Up To Date Knowledge of SAPs Partners, Competitors and the broader regional IT Industry
• Effective collaboration & management of the SAP partner ecosystem as relative to the assigned account(s)
• Experience in establishing teaming agreements and commercial negotiations associated with ecosystem partnerships

International Experience

• Experience with complex Multinational Customers
• Experience working in other countries and regions is preferred

• Bachelor or Master's Degree
  MBA would be advantageous, Professional Training and Certification
• Professional Certification in Business Management and/or Project Management
• High level of sales training incl. advanced negotiation skills

Language Requirements

• English: Fluent
• Local language: Fluent
• Other: fluency in additional languages is a distinct advantage

Expected Travel

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We win with inclusion

Requisition ID: 412512 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.