SAP Global Account Director Job in Madrid, Spain
Requisition ID: 150226
Work Area: Sales
Expected Travel: 0 - 20%
Career Status: Professional
Employment Type: Regular Full Time
As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.
The Global Account Director (GAD) is the global account leader assigned to one or more Strategic Customers) The GAD, drives the total strategic customer engagement with the customer and is accountable for driving innovation adoption, leading global SW, Cloud and Services growth, the end-to-end satisfaction, and referencability of the customer(s) throughout the customer lifecycle. The individual will lead and coordinate SAP’s efforts across all lines of business and board areas --- orchestrating all SAP parties around a single, clear articulated 3 to 5 year joint innovation roadmap (using 4-panels) and account strategy, The GAD will lead consultatively by shaping the clients digital transformation roadmap and leading SAP’s execution of that roadmap with the customer.
To drive toward success, the GAD ensures 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. He/she is ultimately measured by growth in overall revenues, protecting the revenue base, and increasing the NPS over time. The targets and priorities are set with the Regional SCP Head, that region’s MU Head and shared with the GM & Global SCP Head.
The Global Account Director:
Orchestrates and leads the execution of the account strategy, incorporating Software, Cloud, Services, Support/Maintenance, Partners and Channels (including OEM).
Ensures the alignment of SAPs Virtual Account Team to deliver on Business Outcomes
Digital Transformation; Creation and Execution of Digital Transformation 3-5 Year Road Mapping
Business Development through SAP relevance, executive messaging, shaping clients digital strategy
Completes long-term business strategy planning and creates the SAP-enabling innovation agenda with the customer
Uses his/her deep understanding of a customer’s business not simply to serve them, but to teach them; to push their thinking and provide them with new and different ways to think about their business and how to compete
Develops long term c-level relationships, creates and manages a strong joint SAP-customer governance model, and ensures that the SAP assigned executive sponsor is appropriately engaged
Leads Integrated Account Planning and ensures that SAP footprint is expanded with involvement of all relevant LOB’s and strategic engagement with SI partners
Proactively identifies customer problems and proposes SAP solutions in addition to those already identified
Influences and leads a virtual team of resources from various LoBs, functions and geographies.
Drives revenue growth across all SAP LOBs throughout the customer lifecycle
Creates barriers to entry for competitors, protecting SAP’s customer base
Drives adoption of and protecting premium support services (MaxAttention )
Provides leadership around Value management and Value realization, enabling connection of Value Engineering methodologies and business transformation practices to (Business) Consulting delivery
Bi-directional Collaboration with the customer; Institution of Strategic Customer Engagement Model. driving Bi-directional Strategic Road Maps
10 years of business experience in Sales or Consulting with complex business software / IT solutions
5 years of deep industry/domain expertise
5 years of Large Account Management experience / leading account teams
Strong knowledge of the complete SAP offering (including Service and Support)
Several years as (Associate) Partner at System Integrator (e.g. AC) or
Several years of Business Consulting Management or Value Engineering
Knowledge of financial, competitive, regulatory environment (as applicable)
Experience with long term planning of resources, technology and account structure
Exceptional communication skills
Business level English: Fluent
Local language: Fluent, Business Level
Strategic thinker, high degree of creativity and innovation
SAP'S DIVERSITY COMMITMENT
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.
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