Services Account Management Expert - One SAP Leader MEE Job at SAP

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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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