Purpose and Objectives
- The Account Executive Expert leads the sales efforts across all lines of business for large, multi-national, strategic customers – orchestrating all SAP parties around a single, clear, multi-year Account strategy.
- The Account Executive Expert will manage the customer relationship as a long-term P&L business, rather than an opportunity, delivering consistent, predictable and sustainable revenues.
Expectations and Tasks
- Orchestrates account strategy, incorporating Software, Services, Support/Maintenance, Partners, and Channels.
- Integrates all customer- facing functions to achieve tighter, more profitable business plans, more cohesive interaction with the customer and increased customer satisfaction.
- Drives adoption of premium support services.
- Mitigates risk (customer and SAP) through an adoption of PCN methodologies/programs and Account Management best practices.
- Provides leadership around Value management and Value realization.
- Consults On-site on all SAP Programs and higher adoption of ROL solutions.
- Provides high touch account management throughout the software lifecycle.
- Completes long-term technology and business strategy planning with the customer.
- Innovates with marquee accounts and identifies co-innovation opportunities.
- Develops long term c-level relationships, strong governance, and top-to-top partnerships.
- Expands SAP footprint.
- Drives revenue growth in all LOBs.
- Creates barriers to entry for competitors, protecting SAP’s customer base.
Education and Qualifications / Skills and Competencies
- Bachelors or Masters degree
- 10+ years of business experience in Sales or Consulting with complex business software / IT solutions
- Several years as (Associate) Partner at System Integrator (e.g. AC)
- Several years of Business Consulting Management or Value Engineering
- Several years of large Account Management
- Exceptional communication skills.
- 5+ 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)
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