SAP Client Partner - VIC Job in Melbourne, Australia
Requisition ID: 150401
Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time
Career Level: T3
Recruiter Name: Rodney Supanovich
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.
As a Client Partner, you will be responsible for the development and execution of strategic sales plans to medium and large enterprise customers. The successful applicant will work collaboratively with Account Directors, Managing Principals and Project Managers to achieve services bookings, revenue and margin targets for their territory across the range of our Services portfolio.
Provide deep focus within assigned clients to understand strategic plans/intentions and articulate the value proposition offered through SAP services.
Create strong and lasting relationships and achieve “trusted advisor” status with assigned clients
Client Partners are thought leaders and strategic account managers
Expand the services footprint within assigned clients and meet annual revenue and margin targets
EXPECTATIONS AND TASKS
Working exclusively on large enterprise (LE) clients, meet annual services revenue, and margin targets by identifying, selling and managing execution of service opportunities
Work collaboratively with Account Directors and the Project Managers to develop account plans and sales and services strategies for assigned clients.
Establish and maintain “C- Level” working relationships, providing clients with a single point of contact for all SAP services, including consulting, education, AGS and business consulting
Maximising the services footprint within assigned clients
Provides strategic thought leadership and management, within the Field Services business.
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 clients 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.
Maintaining 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 (Consulting, IVN and other) to maximize support for clients and develop relationships based on mutual success.
Liaise 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.
E DUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES
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.
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
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
SAP Product Knowledge
Project Management Experience
Record of quota and KPI achievement in a similar position
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.