What you'll do:
As a Managing Partner (MP), you will act as the primary executive leader responsible for building deep, value-driven strategic relationships with the Commonwealth Bank. You will develop an in-depth understanding of their business needs and leverage a strong network within the SAP and partner ecosystem. By executing the Strategic Customer Program (SCP) Methodology, you will deliver unique value and a differentiated experience to drive Commonwealth Bank's success.
* Drive deep, trusted relationships with your customers' C-level executives and senior stakeholders, ensuring alignment between their business priorities and SAP's solutions.
* Define and co-create a strategic roadmap with the customer, focusing on achieving sustainable business outcomes and transformation.
* Lead the execution of the SAP Strategic Customer Program (SCP) in your account(s) by orchestrating a cross‐functional Extended Account Team, ensuring a unified, one-team approach to delivering exceptional customer experiences across all touchpoints.
* Develop a high-performing team culture based on collaboration, innovation, and continuous improvement within customer engagements, identifying new opportunities to create value and drive growth.
* Set up and facilitate multi-level governance frameworks that ensure alignment between SAP, its partners, and customer leadership to deliver business impact and value outcomes.
* Support the expansion of SAP's footprint by leveraging all relevant SAP solutions and services, and relying on strong partnerships with system integrators, technology partners/hyperscalers, and strategy consulting firms to help customers succeed.
* Drive sales execution by focusing on cloud revenue growth, net bookings and adoption/consumption, ensuring that sales targets are met or exceeded through strategic planning, business development and effective account management.
* Conduct Quarterly Business Reviews (QBRs) with key executives to assess Key Performance Indicators (KPIs), customer and SAP expectations, value realisation, and future opportunities.
* Orchestrate Customer References and Advisory Council Participation to influence peer decisions and SAP roadmaps.
* Invest in AI literacy and foster the use of AI to raise productivity, decision quality and engagement velocity.
What you bring:
* Strong background in account leadership, banking industry knowledge, and business acumen, with the ability to translate customer challenges and goals into actionable strategic roadmaps.
* Proficiency in building robust executive relationships, earning trust, and establishing governance structures.
* Thought leadership and deep expertise in value-based selling practices and strategic decision-making.
* Solid general knowledge of SAP solutions, strong communication skills, and proficiency in conducting Quarterly Business Reviews (QBRs).
* Proven track record of delivering tangible business results and consistent overachievement of set targets for cloud revenue growth, net bookings and adoption/consumption through strategic planning, relationship management, and skilful sales execution.
* Experience working with customers across the banking industry, bringing insights and best practices to help customers innovate and grow.
Meet your team:
You will work alongside a diverse and experienced extended account team with expertise in various domains—including sales, value advisory, enterprise architecture, consulting, and customer success—to drive business results and deliver exceptional customer experience and value. Your account team will consist of several dedicated team members as well as a large pool of shared resources. You will be supported by the Regional and Global Strategic Customer Program (SCP) teams who will provide enablement, go-to-market advice and expertise specific to SCP execution.
Skills you'll use:
Professional Skills
Business Acumen Demonstrates deep knowledge of the client's operations, business models, and end-to-end business processes, enabling the formulation of tailored solutions.
Strategic Thinking Business Strategy Mapping – translate strategy into a map with initiatives that we can support in achieving customer goals across various customer business imperatives.
Accountability Demonstrates consistent reliability and expertise, instilling confidence in the ability to deliver on commitments and exceed expectations.
Influencing Skills Successfully integrates within the customer's leadership team, earning a seat at the table through strategic contributions.
Establishing Trust Adept at developing trust and confidence among major stakeholders within the customer's organisation, ensuring a strong foundation for collaboration.
Tech Industry & SAP General Skills
Key Performance Indicators (KPIs) Excels at interpreting consumption data and translating it into actionable insights, driving informed decision-making.
Process Improvement Leverage Quarterly Business Reviews (QBRs) as a vital tool for gaining insights into customer needs and operational efficiency. Use these insights to drive better business outcomes, identify areas for improvement, and ensure that key performance indicators (KPIs) are met during each review cycle.
Technology Innovation Recognises the pivotal role of technology in shaping the customer industry, understanding how it influences and disrupts traditional norms.
SAP Cloud Suite Portfolio Exhibits a high level of expertise in SAP's solutions and portfolio, adept at developing value-based roadmaps and selling strategies that drive adoption, consumption, and expansion, all while maintaining a keen focus on long-term business outcomes.
Broad knowledge of SAP Solutions Oversees the alignment of SAP solutions with customer business objectives, ensuring a focus on long-term success.
Value-Based Selling Guide teams in crafting value propositions that demonstrate the business impact of SAP's offerings.
Role Specific Skills
Account Strategy Develops and executes a comprehensive Strategic Account Plan that outlines a long-term vision and strategy in collaboration with the customer. Ensure that this plan is validated and approved by the customer, reflecting their objectives and priorities.
Executive Conversations Exemplifies professionalism and engagement at the executive level. Possesses advanced C-level communication skills, delivering precise, confident, and concise messages. Excels as a strategic conversationalist, crafting and presenting ideas that drive actionable outcomes.
Account Governance Establishes clear governance structures at both IT and business levels, ensuring accountability and regular alignment, communication and governance cadence.
Relationship Building Holds responsibility and accountability for the Board Sponsorship, establishing a high-level, strong partnership with clients.
Account Team Leadership Leading the extended account team, leveraging their diverse expertise. Effective coordination of all SAP account resources, ensuring alignment with customer objectives and strategies.
Team Performance Management Demonstrates the ability to structure and motivate the core account team to efficiently support customers, optimising costs while maintaining excellence in service delivery.
Complex Sales Ability to position, shape and execute large, complex deals, including building compelling value propositions, business cases, sales qualifications, handling customer objections and competitive positioning.
Industry Knowledge Commands comprehensive knowledge of the banking industry and market landscape relevant to the customer, including key players and emerging trends.
Partner Relationship Management Ability to engage strategy consulting firms and system integration partners to accelerate execution of business priorities.
SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities. Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, etc.), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements. Successful candidates might be required to undergo a background verification with an external vendor.
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