PURPOSE AND OBJECTIVES
The Account Executive Expert leads the sales efforts across all lines of business for large, multi-national, strategic customers — orchestrating all SAP parties around a single, clear, multi-year Account strategy. The Account Executive Expert will manage the customer relationship as a long-term P&L business, rather than an opportunity, delivering consistent, predictable and sustainable revenues.
EXPECTATIONS AND TASKS
1.Orchestrates account strategy, incorporating Software, Services, Support/Maintenance, Partners and Channels
2.Integrates all customer- facing functions to achieve tighter, more profitable business plans, more cohesive interaction with the customer and increased customer satisfaction
3.Completes long-term technology and business strategy planning with the customer
4.Innovates with marquee accounts and identifies co-innovation opportunities
5.Develops long term c-level relationships, strong governance, and top-to-top partnerships
6.Expands SAP Footprint
7.Drives revenue growth in all LOBs
8.Creates barriers to entry for competitors, protecting SAP’s customer base Drives adoption of premium support services
9.Mitigates risk (customer and SAP) through adoption of PCN methodologies/programs and Account Management best practices
10.Provides leadership to Value Management and Value realization Consults On-site on all SAP Programs and higher adoption of ROL Solutions Provides high touch account management throughout software lifecycle
11.Consults On-site on all SAP Programs and higher adoption of ROL Solutions
12.Provides high touch account management throughout software lifecycle
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES
Bachelor’s or Master degree
WORK EXPERIENCE
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)
Several years of Business Consulting Management or Value Engineering Several years of large Account Management
Exceptional communication skills

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