Managing Partner - Strategic Customer Program; SCP

Overview

We help the world run better At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong.

What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.

Any SAP office in US or Canada

The Global Account Executive Expert, commonly known as Managing Partner (MP) is the global account leader assigned to one or more Strategic Customers. The MP drives the total strategic customer engagement with the customer and is accountable for driving innovation adoption, leading global software, cloud and services growth, end‑to‑end satisfaction, and reference-ability of the customer(s) throughout the customer lifecycle.

• Lead and coordinate SAP’s efforts across all lines of business and board areas, orchestrating all SAP parties around a single, clearly articulated 3‑5 year joint innovation roadmap based on a clear account strategy and direction in support of the customer’s strategic initiatives using the 4‑panel governance model.
• Lead consultatively by shaping the client’s digital‑transformation vision and ultimately roadmap and leading SAP’s execution of that roadmap with the customer.
• Ensure three critical elements are in place: a clear Account Plan and strategy developed in collaboration with the Market Unit and the extended Virtual Account Team; a jointly committed multi‑year roadmap focused on driving innovation and transformation; a jointly agreed governance model that enables the right level of focus on a mutually agreed set of strategic initiatives.
• Orchestrate and lead the execution of the account strategy, incorporating Software, Cloud, Services, Support/maintenance, Partners and Channels (including OEM).
• Ensure alignment of SAP’s Virtual Account Team to deliver on Business Outcomes Digital Transformation and create the SAP‑enabling innovation agenda with the customer.
• Use deep understanding of a customer’s business not simply to serve them but to teach them, push their thinking and provide new ways to think about their business and how to compete.
• Develop long‑term c‑level relationships, create and manage a strong joint SAP‑customer governance model, and ensure SAP‑assigned executive sponsor is appropriately engaged.
• Lead Integrated Account Planning and ensure that SAP footprint is expanded with involvement of all relevant LOBs and strategic engagement with SI partners.
• Proactively identify customer problems and propose SAP solutions in addition to those already identified; influence and lead a virtual team of resources from various LOBs, functions and geographies.
• Drive revenue growth across all SAP LOBs throughout the customer lifecycle and create barriers to entry for competitors, protecting SAP’s customer base.
• Drive adoption of and protect premium support services (Max Attention).
• Provide leadership around Value management and realization, enabling connection of Value Engineering methodologies and business transformation practices to consulting delivery; foster bi‑directional collaboration with the customer and institution of a strategic customer engagement model.

• 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 or leading account teams.
• Strong knowledge of the complete SAP offering (including Service and Support).
• Several years as Associate Partner at a System Integrator (e.g., AC) or as Business Consulting Manager or Value Engineer.
• 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 with high creativity and innovation.
• Bachelor’s…