Senior Services Account Executive

Description:

CSS - Customer Success Services is accountable for the new client business development and relationship management or growing existing accounts by originating, managing, and closing up-sell/cross-sell opportunities and orchestrating outcome-based delivery execution. It has a significant influence on the development and growth of strategic new Services business and develops and maintains effective strategic relationships in the assigned account(s). They are also accountable to ensure business growth through business development activities and ensuring they are delivered in accordance with the organizational strategy. Accountable for the sales or/and delivery activities for the assigned client/s. Represents the Services organisation from a sales and business development perspective and is a key contributor to the overall success of the customer and partner relationships.

Core Tasks May Include

Builds a foundation within an assigned account(s) on which to harvest future Services business opportunities > Accountable for booking and revenue Services targets for assigned account(s)
Origination and management of opportunities and bids, deal closure through the formal sales cycle
Sells the complete Services portfolio aligned to customer needs (according to the defined Sales bag)
Single Point of Contact for the customer representing the SAP Services organization
Direct contributor to overall long-term success of customer and partner relationships
Orchestrates resources: deploy appropriate teams to execute winning sales and delivery
Accountable for all Services Commercial aspects in the assigned account(s)
Supporting Delivery Teams engaged in delivering against existing contracts
Developing and delivering sustainable, long-term customer engagements across all SAP products and services to support our customerʼs success.
Supporting customerʼs transformation journey, with full accountability across Sales and Delivery
Setting strategic goals and outcomes to support the customerʼs business objectives

Key Responsibilities & Tasks

The Services Account Executive serves as a trusted leader to our most strategic and important customers assigned to either a single account or a portfolio of accounts. Working hand-in-hand with the Global Account Director from the license side, the Services Partner owns the Services P&L (Profit & Loss) at the account level and has full accountability for all Services sales, Services revenue. The Services Account Executive is supported by all non-licensed sales resources in the account(s) and shared support infrastructure on the market unit level. The Services Partner is ultimately responsible for orchestrating all these resources to achieve customer success and resulting SAP growth in the account.

Account and Stakeholder Management

Focused on customer success, transformational outcomes, driving customer loyalty, satisfaction and renewals
Leads and drives relationship on C-level in tight collaboration with the Industry Account Executive and the Global Account Director, the rest of the Virtual Account Team and internal stakeholders
Develops and maintains Trusted Advisor relationship with customer executives
Orchestrates all non-license sales, delivery and success resources on the account
Develops and aligns with customer on Business Innovation, Consumption (application) and Transformation roadmap Sales
Accountable and also largely responsible for all sales related activities including account planning, forecasting, reporting, opportunity origination, opportunity management and closing
Accountable for the development of proposals, tenders, and or responses to requests for proposals associated with the engagement in order to win new deals for SAP
Accountable to originate and drive cross and upsell opportunities within existing customer engagements
Accountable for commercial negotiations and driving SAP interest
Focus on expanding the SAP footprint at the customer by driving profitable revenue growth across all Lines of Business Delivery
Accountable for planning and delivery of all Services engagements business objectives, scope and solutions within contractual obligations, quality criteria, on time and budget/margin requirements realizing business outcomes
Optimisation of the delivery models through the use the off-site services delivery framework, incorporating SAP leading practice & tools, automation and innovation tools and offerings
Resolution of distressed engagements including political situations, solution challenges, delivery, resource, budgeting, change, commercial and legal issues affecting the engagement Customer Success
 Monitors cross LoB adoption, entitlements consumption and documents business impact
Accountable for customer services commercial events
Accountable for execution of standardised engagement success methodology, experience & educational requirements experience
Demonstrated track record of Leadership Positions
Strong experience in managing customers, partners and internal resources to secure timely results
Management of all resources, including remote, off-site resources and partner and 3rd party resources, integrating strong disciplines and collaborative outcomes
P&L management for assigned area responsibility