SAP Client Partner (Services Sales Account Manager) Job in Melbourne, Australia

Requisition ID: 154226

Work Area: Sales

Expected Travel: 0 - 30%

Career Status: Professional

Employment Type: Regular Full Time

COMPANY DESCRIPTION

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.

PURPOSE AND OBJECTIVES

As a Client Partner located in Melbourne, you will be responsible for the development and execution of strategic sales plans to large enterprise customers. In this role, you will be reporting to the Services Sales Director – Southern Region, and will be part of a high performing team.

The successful applicant will have a proven track of sales pursuit experience as well as strong negotiation skills, the ability to work collaboratively with Account Directors, Managing Principals and Service and Support Lead / Project Managers to achieve services bookings, revenue and margin targets for their territory across the range of our Services portfolio. Responsibilities include:

  • Expand the services footprint within assigned clients and strategic accounts, and meet annual booking and revenue targets

  • Provide deep focus within assigned clients to understand strategic plans/intentions and with the broader sales teams develop the value proposition offered through SAP services

  • Create strong and lasting relationships and achieve “trusted advisor” status with assigned clients

  • Collaborate with services sales specialists, bid & proposal management teams, commercial business partners and other sales support teams to qualify the pursuit, develop a sales strategy and negotiate to successful closure

  • Understand the partner landscape within an account and with the extended sales team develop a partnership model

  • Leverage best practices for innovation, acceleration, engagement models and deal structures

  • As a senior client partner, become a thought leader and share knowledge / best practices with the extended / clonal sales teams

  • Successfully close profitable deals and deliver successful customer outcomes

EXPECTATIONS AND TASKS

The key objective of the Senior Client Partner is to drive large and strategic deals, engage early in the sales cycle to shape the overall account strategy for services and ultimately identify and execute services opportunities. The Client Partner should support both the services and software sales leaders and drive an overall solution that will address the customer’s desired outcomes. Key expectation and tasks include:

  • Work collaboratively with Account Directors, sales specialists, Service & Support Partners / Project Managers to develop account plans and associated sales & services strategies for assigned clients. Execute agreed account plans and maintain effective communication to ensure ongoing team alignment

  • Establish and maintain “C- Level” working relationships, provide clients with a single point of contact for all SAP services, including strategy, consulting and support

  • Maximise the services footprint within assigned Enterprise Clients

  • Provide strategic thought leadership and management within Services Sales and Digital Business Services

  • Build credibility/trust with clients during all phases of the Customer Engagement Lifecycle through ongoing coaching, advice and stewardship

  • Develop long term value realisation plans by defining and managing appropriate portfolio of projects, to achieve customer business objectives

  • Monitor the operational integrity of the client’s operational environment and seek continuous improvement opportunities

  • Provide the “Voice of Experience” with a broad perspective on projects, implementation activities and operational issues

  • Oversee service sales administrative functions such as opportunity management in CRM, contract preparation, contract negotiation, project staffing and resourcing, pre-invoice reviews, margin analysis, risk reviews, etc.

  • Maintain a high degree of customer satisfaction to develop referenceable clients

  • Monitor the delivery of services projects and manage the risk exposure for the assigned clients

  • Liaise with all members of Partner community to maximize support for clients and develop relationships based on mutual success

  • Work with the Resource Managers and Managing Principals to ensure visibility of future consulting skill requirements and take responsibility for the resource planning process for assigned clients

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

Customer Value

  • Pursue every opportunity to represent and deliver value to our clients with the aim of achieving allocated account and business unit targets and developing solid and sustainable client relationships for SAP

  • Seek to invest time in the development of collateral and industry/customer focused solutions that offer high value to our clients and significant opportunity for SAP

  • Have a demonstrable breadth and depth of knowledge of the industry net worth

  • Seek and identify opportunities to increase individual and team net worth

  • Provide leadership and direction for the project teams, share and leverage the capabilities of the group

  • Possess the highest level of interpersonal, organisation, negotiation and presentation skills

  • Recognise the skills of others within the business and seek to develop skills through observation, research and practice

Organisational Awareness

  • Demonstrate an ability to use the formal and informal systems at SAP to achieve outcomes

  • Demonstrate sensitivity to others, but seek in all cases to present direct feedback to members with the team and others within the business

  • Demonstrate and apply sound business judgement

Organisational Discipline

  • Adhere to administrative and operational processes defined nationally, particularly in relation to the contractual obligations of SAP

  • Plan with clients and communicate professional service requirements in advance

  • Maintain calendar accuracy to support personal visibility

Work Experience

  • 10 year’s experience in Services or Software Solution Sales to large Enterprise customers

  • Experience working within SAP Services or Sales industry preferred

  • SAP Product Knowledge preferred but not essential

  • Track Record of quota and KPI achievement in a similar position

  • Ability to working with people from different countries and cultures

  • Experience in leading virtual account teams

Education and Qualifications

  • Bachelor degree, MBA / Other Master degrees

  • Experience working in a global organization and proven record of working with cross-functional teams

  • 10 years of industry experienced in the software industry with experience in project consulting or pre-sales activities

  • Proven record of growing the business within the customer organisation and in the region

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.

SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable 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 (Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com , APJ: Careers.APJ@sap.com , EMEA: Careers@sap.com ). Requests for reasonable accommodation will be considered on a case-by-case basis.

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