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. 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 CanberraTo 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 considered further given restricted mobility and visa availability.CSS - Customer Success Services is accountable for new client business development and relationship management or growing existing accounts by originating, managing, and closing up-sell/cross-sell opportunities. It has a significant influence on the development and growth of strategic new Services business and develops and maintains effective strategic relationships in the assigned account(s). They are also accountable for ensuring business growth through business development activities in accordance with the organizational strategy.Core tasks may include:Builds a foundation within 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.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 customer's success.Supporting customer's transformation journey, with full accountability across Sales and Delivery.Setting strategic goals and outcomes to support the customer's business objectives.Key Responsibilities & TasksThe Services Account Executive serves as a trusted leader to our most strategic and important customers assigned to either a single account or a portfolio of accounts. The Services Partner owns the Services P&L (Profit & Loss) at the account level and has full accountability for all Services sales and revenue. The Services Partner is responsible for orchestrating all resources to achieve customer success and resulting SAP growth in the account.Account and Stakeholder ManagementFocused on customer success, transformational outcomes, driving customer loyalty, satisfaction, and renewals.Leads and drives relationships on C-level in collaboration with the Industry Account Executive and the Global Account Director.Develops and maintains Trusted Advisor relationships with customer executives.Orchestrates all non-license sales, delivery, and success resources on the account.Develops and aligns with the customer on Business Innovation and Transformation roadmap Sales.Accountable for all sales-related activities including account planning, forecasting, reporting, opportunity origination, and closing.Accountable for the development of proposals and responses to requests for proposals associated with the engagement.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.Accountable for planning and delivery of all Services engagements within contractual obligations, quality criteria, on time and budget/margin requirements.Optimisation of the delivery models through the use of off-site services delivery framework.Resolution of distressed engagements including political situations, solution challenges, delivery, resource, budgeting, change, commercial, and legal issues affecting the engagement.Monitors cross LoB adoption, entitlements consumption, and documents business impact.Accountable for execution of standardised engagement success methodology.Demonstrated track record of Leadership Positions.Strong experience in managing customers, partners, and internal resources to secure timely results.P&L management for assigned area responsibility.Functional Experience7+ 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 and innovation roadmaps.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.Proven experience in successfully leading cross-functional teams without authority.Managed at least 1 large-scale SAP implementation.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 in relation to account development and delivery.Proven track record of networking and executing across the complete SAP business portfolio.Up To Date Knowledge of SAP's Partners and Competitors.Effective collaboration & management of the SAP partner ecosystem.Experience in establishing teaming agreements and commercial negotiations associated with ecosystem partnerships.International ExperienceExperience with complex Multinational Customers.Experience working in other countries and regions is preferred.EducationBachelor or Master's Degree; MBA would be advantageous.Professional Certification in Business Management and/or Project Management.High level of sales training incl. advanced negotiation skills.Language RequirementsLocal language: Fluent.Other: fluency in additional languages is a distinct advantage.Expected Travel0-20%Bring out your bestSAP innovations help more than four hundred thousand customers worldwide work together more efficiently. At SAP, you can bring out your best.We win with inclusionSAP's culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone feels included and can run at their best.EOE AA M/F/Vet/Disability:Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender, sexual orientation, gender identity or expression, protected veteran status, or disability.Requisition ID: 412512 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.
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