Job Title: Services Account Management Expert – One SAP Leader 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-56928889-EN-13-001
ADDITIONAL INFORMATION: all locations within MEE region possible
REPORTING TO: Line Manager
PURPOSE AND OBJECTIVES
The OneSAP Leader will own and drive a virtual team executing three key services initiatives:
• Services Prescriptions, Shelfware Cannibalisation and Revitailisation of dormant services accounts.
• Services Prescriptions support software sales by accelerating deal closing and value delivery.
• They will initially be developed for key strategic LOBs and rolled out to Account teams for inclusion in all software sales.
• Shelfware cannibalisation will accelerate deployment of existing customer licences in order to create 'space' for new software opportunities.
• The OneSAP team will create and execute account specific plans and utilise discovery workshops and other appropriate services to create momentum for cannibalisation by the customer.
• The revitilisation of dormant accounts requires a similar approach to shelfware cannibalisation.
• Focusing on upgrade and innovation topics, the team will support local Services teams to prepare the customer for extension of their existing landscapes.
EXPECTATIONS AND TASKS
• Work with the Head of Solution Sales MEE to define a clear and measurable go-to-market plan covering the 3 core areas of the OneSAP role
• Define, agree and lead a significant virtual team to rapidly execute on the plan
• Work closely with the MEE Software & Services leadership teams to succinctly explain goals, roles and responsibilities for each Market Unit in driving the success of the OneSAP plan
• Set the strategic direction and support the local OneSAP champions in the execution of the strategy
• Identify market unit specific challenges and agree account specific actions to achieve the goals defined in the plan
• Ensure constant co-ordination of account teams consisting of Presales, SAMs, SSEMs,
• Strategic Partners and other relevant roles so that SAP solutions are well positioned in the assigned account to meet the core objectives of the role
• Ownership of best practice identification and sharing for the virtual team as well as market unit and regional management teams
• Build effective partnerships with market unit management teams, evangelizing the sales benefits of the OneSAP approach
• Establish and ensure timely reporting through both SAP@CRM system and other management tools, to track accurate development of pipeline against goals
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES
• Bachelors degree in related fields (Business / Engineering or Technology)
• Postgraduate degree will be advantageous
• Strong business development and go-to-market background
• 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 and enhancing go-to-market plans that have delivered tangible revenue
• Extensive experience across SAP through either Services or Software teams
• Exposure to SAP's innovation agenda would also be an advantage
• Experience of creating operational models to track progress and report success against plans
• Previous experience of interfacing with country management, sales and pre-sales organisations
• Proven track record in capturing market share and growing a profitable sales business
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