Overview
We help the world run better
At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.
Key Responsibilities
* The Account Executive Expert (IAE) is a senior account/territory leader assigned to one or more Key Customers within NSW. The IAE drives the total strategic customer engagement with the customer and is accountable for driving innovation adoption, leading global SW, Cloud and renewals growth, the end-to-end satisfaction, and referencability of the customer(s) throughout the customer lifecycle.
* Lead and coordinate SAP's efforts across all lines of business and board areas — orchestrating all SAP parties around a single, clear articulated 3+ year joint innovation roadmap (using 4-panels) and account strategy.
* Lead consultatively by shaping the client's digital transformation roadmap and leading SAP's execution of that roadmap with the customer.
* Ensure three critical elements are in place: the four-panels, customer jointly committed multi-year roadmap, an associated account strategy and annual plan, as well as effectively deploying and executing against the customer-SAP agreed governance model (including the assigned Executive Sponsor) as part of the Strategic Customer Engagement approach.
* Measure success by growth in overall revenues.
* Orchestrate and lead the execution of the account strategy, incorporating Software, Cloud, Renewals, Services, Support/Maintenance, Partners and Channels (including OEM).
* Ensure the alignment of SAP's Virtual Account Team to deliver on Business Outcomes.
* Drive Digital Transformation through creation and execution of a 3+ year road map; Business Development through SAP relevance, executive messaging, and shaping clients' digital strategy.
* Complete long-term business strategy planning and create the SAP-enabling innovation agenda with the customer.
* Develop deep, long-term C-level relationships and maintain a joint SAP-customer governance model with an appropriately engaged SAP-executed sponsor.
* Lead Integrated Account Planning and ensure SAP footprint expansion with involvement of all relevant LOBs and SI partners.
* Proactively identify customer problems and propose SAP solutions beyond those already identified.
* Influence and lead a virtual team of resources from various LoBs, functions and geographies.
* Drive revenue growth across all SAP LOBs throughout the customer lifecycle and protect SAP's customer base.
* Drive adoption of and protect premium support services (MaxAttention) and provide leadership around Value management and value realization.
* Foster bi-directional collaboration with the customer and establish Strategic Customer Engagement Model, driving bi-directional strategic road maps.
Experience and 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, high degree of creativity and innovation.
* Business level English: Fluent; Local language: Fluent, Business Level.
* Please note: We will prioritise applications currently residing in Sydney, Australia. The role is based in Sydney.
Bring out your best
Bring out your best
SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in ERP software, SAP has evolved to become a market leader in end-to-end business application software and related services. As a cloud company with 200M users and more than 100k employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.
We win with inclusion
We win with inclusion
SAP's culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better world.
SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: .
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), 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.
Please note that any violation of these guidelines may result in disqualification from the hiring process.
Requisition ID: 444431 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid
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