Job Location: Mumbai
Requisition ID: 288658
Work Area: Sales
Expected Travel: 0 – 10%
Career Status: Professional
Employment Type: Regular Full Time
COMPANY DESCRIPTION
SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.
SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.
The Global Account Executive Expert, also commonly known as “GAD” is accountable to define and drive a multi-year, end- to end view of the customers priorities and SAP’s commitment to achieve them. The Global Account Executive Expert owns the alignment of the business vision and the creation of a trusted strategic relationship that delivers short term results whilst at the same time building a sustainable medium term engagement (3-5 years) and a best-in-class/suitable engagement and governance on the account. The GAD elevates the client relationship through enhanced partnership, scope and end to end account management to achieve expectations and drive incremental commitment and profitable revenues.
The GAD develops the strategy and leads the vision, direction and efforts of the Global Account team across an assigned large, multi-national, strategic customer – orchestrating multi-year Account strategy around clear, repeatable, high-impact best practice programs and methodologies.
He/She ensures appropriate interpretation and execution of SAP’s Global strategy at its customer at the global and regional level.
He/She is ultimately responsible for SAP’s engagement at the account, coordinating and aligning strategy, planning and execution with all Senior stakeholders from SAP LOB’s ((Development, Services, Support, CDP, IBU…) through detailed Business Planning. This includes orchestrating seamless alignment and integration between headquarters and client subsidiaries in planning and execution cycles to achieve business outcomes in keeping with SAP commitments.
He/She agrees global, overall (cross LOB), yearly Revenue and Profitability targets with MU head and Regional President.
The Global Account Executive Expert:
- Builds and develops a top performing matrixed, cross-functional Global Account team. Ensures they are challenged, learning, appropriately placed in their assignments and are representative of all LOBs.
- Provides thought leadership and vision around SAP’s Global/Strategic Account strategy, linking plans and execution to the communicated Board strategies and goals and links those to customer objectives.
- Integrates all customer- facing management teams to jointly plan global account strategy, coverage and execution model. Resolves conflict.
- Reviews and consults on long-term technology and business strategy planning with account team and SAP Senior representatives from different LOB’s (Development, Services, Support, CDP, IBU…), also involving major SI’s present at customer.
- Identifies areas for co-innovation and coordinates with cross- board area and functional unit management on co-innovation projects.
- Acts as point of contact for escalations at customer Executive level – works pro-actively and in close collaboration with AGS, Services, Solution CoE’s as well as in coordination with development and the IBU.Develops long term c-level relationships, strong governance and ensure top-to-top partnerships are mapped appropriately
- Agrees on revenue and profitability targets (yearly and multi-year) with LOB’s stakeholders for account together with Core account team representatives per LOB.
- Provides leadership around effective utilization of Value management and Value realization
- Makes decisions with fiduciary consideration and responsibility.
Skillls/Experience
- 15-20+ years of business experience in Sales or Consulting with complex business software / IT solutions
- 10+ years of deep industry/domain expertise
- 5+ years of Large Account Management experience / leading account teams
- Strong knowledge of the complete SAP offering (including Service and Support)
- Knowledge of financial, competitive, regulatory environment
- Experience with long term planning of resources, technology and account structure
- 4-5 years as (Associate) Partner at System Integrator (e.g. AC) or
- 4-5 years of Business Consulting Management or Value Engineering or
- 8+ years of large Account Management
- Proven C-suite influence and engagement
- Exceptional communication and presentation skills
- Business level English: Fluent
- Local language: Fluent, Business Level
WHAT YOU GET FROM US
Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now.
SAP’S DIVERSITY COMMITMENT
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.
SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team (Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com).
Successful candidates might be required to undergo a background verification with an external vendor.
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