Job Title: Services Account Management Expert – Strategic Accounts and Opportunities Team MEE (f/m)
Employer: SAP
LOCATION: All Locations, ,Global
WORK AREA: Sales
EXPECTED TRAVEL: 0% – 90%
CAREER STATUS: Professional
EMPLOYMENT TYPE: Regular Full Time
CONTACT DATA: Ms. S. Berresheim + 49 6227 / 7 – 48599
REFERENCE CODE: 1G-56928574-EN-13-001
ADDITIONAL INFORMATION: all locations within MEE region possible
REPORTING TO: Line Manager
PURPOSE AND OBJECTIVES
• The Strategic Accounts & Opportunities (SAO) Director is a mentor and coach to local Services sales and management teams and is responsible for ensuring both individual opportunity success as well as long-term services account evolution.
• The SAO Director will be responsible for the end-to-end success of assigned opportunities with a significant € value and is expected to ensure the smooth and timely execution of sales process (internal) as well as coaching the teams to deal close (external).
• The Director is additionally responsible for ensuring the correct portfolio mix through inclusion of the key Services Portfolio elements (CD, PE, RDS etc) as well as rigorous execution of the core services principles (profitability, risk mitigation, etc).
• Lon-term account success is an equal part of this role and the Director will lead and develop account planning activities for assigned accounts in the market unit, ensuring short, medium and long-term goals and defined, executed and reported on.
EXPECTATIONS AND TASKS:
• Work with the Head of Solution Sales MEE to define 'top accounts' for long-term account planning
• Rapidly access and support assigned individual opportunities to support the success of MEE
• Services Sales on a quarterly basis
• Coach and mentor local sales teams through both internal and external processes to ensure deal success
• Responsible for ensuring rigorous implementation of sales forecasting, using the principles established by Head of Services Sales MEE
• Ensure 'best of breed' deals including PE, CD, FBS, Education SW & Services
• Ensure integration and interfacing with software sales & country management teams in the pursuit of joint opportunities
• Work closely with local & regional delivery heads and bid offices at all stages of the opportunity process
• Ensure opportunities meet all critical business levers: pipeline, backlog, order entry with a strong focus on P&L impact
• Build a strong profile with Country and regional management teams and act as 'trusted advisor' on joint opportunities
• Work closely with other members of the Strategic Services Sales management team to ensure execution of team and MEE principles
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES:
• Bachelors degree in related fields (Business / Engineering or Technology)
• Postgraduate degree will be advantageous
• Strong Services Sales background and execution of complex, multi-million € value services opportunities, with a history of growing opportunities.
• A collaborative management style and disposition and capability to work in a networked organization with a strong culture of virtual working teams, and evidence of delivering results through building effective relationships with teams across functions and geographies
• Excellent interpersonal and communication skills
• Strong capabilities in value based and proactive selling
• Rigorous execution of sales processes and reporting: territory management, account planning, demand generation, qualification, pipeline management, forecasting
• Customer and quality focus
• Innovative thinking
• Result driven
• Motivation & engagement
• Good knowledge of English
WORK EXPERIENCE:
• Experience of creating, owning, executing complex account plans that deliver revenue and profitability growth
• Extensive experience of the SAP Services & Software portfolio
• Exposure to SAP's innovation agenda would also be an advantage
• Experience of sales management, coaching and reporting on complex sales
• Experience of leading significant virtual teams, across geographies
• Exposure to, and experience of managing, the impact of culture on sales processes
• Previous experience of interfacing with country management, sales and pre-sales organisations
• Proven track record in capturing market share and growing a profitable Services business
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