Position Overview
The Account Executive Expert (IAE) is a senior account/territory leader responsible for driving strategic customer engagement, innovation adoption, and growth for SAP's key customers in NSW.
The IAE leads the total customer engagement lifecycle, orchestrates SAP's efforts across all line of business areas, and holds accountability for revenue growth.
Key Responsibilities
* Orchestrate and lead the execution of the account strategy incorporating Software, Cloud, Renewals, Services, Support/Maintenance, Partners and Channels (including OEM).
* Ensure alignment of SAP's Virtual Account Team to deliver on Business Outcomes.
* Develop and execute a digital transformation roadmap of 3+ years.
* Drive business development through SAP relevance, executive messaging, and shaping client digital strategy.
* Complete long‐term business strategy planning and create the SAP-enabling innovation agenda with the customer.
* Use deep understanding of the customer's business to provide valuable insights and innovative solutions.
* Develop long‐term C‐level relationships, manage joint SAP‐customer governance, and engage the SAP‐assigned executive sponsor.
* Lead integrated account planning, expand the SAP footprint with all relevant lines of business, and strategically engage SI partners.
* Proactively identify customer problems and propose SAP solutions.
* Influence and lead a virtual team of resources from various lines of business, functions and geographies.
* Drive revenue growth across all SAP business lines throughout the customer lifecycle.
* Create barriers to entry for competitors, protecting SAP's customer base.
* Drive adoption of and protect premium support services (MaxAttention).
* Provide leadership around Value management and Value realisation, enabling connection of Value Engineering methodologies and business transformation practices to consulting delivery.
* Maintain bi‐directional collaboration with the customer, instituting a Strategic Customer Engagement model and driving bi‐directional strategic road maps.
* Measure success mainly by growth in overall revenues.
Qualifications
* 7+ years of business experience in Sales or Consulting with complex business software / IT solutions.
* 7+ years of large account management experience, leading account teams.
* Strong knowledge of the complete SAP offering, including Service and Support.
* Experience with long‐term planning of resources, technology and account structure.
* Exceptional communication skills.
* Strategic thinker with a high degree of creativity and innovation.
* Business‐level English: Fluent.
* Local language: Fluent, Business Level.
Location
The role is based in Sydney, Australia.
Equal Employment Opportunity
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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