Head of SCP; Strategic Customer Program MEE; f​/m​/d

Head of SCP (Strategic Customer Program) MEE (f/m/d)

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

THE ROLE

The MEE Head of SCP (f/m/d) leads the SCP organization responsible for SAP’s strategic customer program, the top of the SAP GTM pyramid (185 global accounts that contribute 20% to SAP overall revenue). The MEE Head of SCP (f/m/d) is responsible for the strategy, GTM, and budget attainment of the matrixed organization leading the regional team of 19 global quota carriers (Managing Partner) across SAP MEE’s 3 market units and their account teams supporting the execution of the strategy in the respective market unit organisations.

The SCP team is responsible for delivering CLTV through development of long-term strategic customer engagements, growing SAP wallet share, and transforming the business of our lighthouse customers leveraging the breadth and depth of SAP’s software and services portfolio. The MEE SCP leader (f/m/d) will focus on the continued delivery of double-digit Cloud Bookings growth and multi-year total revenue growth in this segment.

The MEE Head of SCP (f/m/d) will report directly to the Regional President MEE.

RESPONSIBILITIES

• Execution for SAP’s global strategic program (SCP) as measured by KPI’s including quarterly and annual budget attainment (SW and Services), pipeline health, and CCB.
• Develop strategic segment strategy focused on driving long term customer engagement, growth of total revenue under management, and end to end LACE operationalization.
• Excellent leadership and communication skills; ability to influence at the highest levels of the company including Regional executives, Board areas, and all customer stakeholder organizations across the company.
• Set revenue attainment strategy and go-to-market operating model for the strategic segment, in collaboration with CS&D, LOBs, Operations and Regions.
• Develop the SCP team in terms of Managing Partner skills, IAE and VAT coverage across the SCP accounts to ensure that customers continue to invest and expand their SAP footprint.
• Adopt methodology, enablement and tools for strategic pipeline development (i.e. Big Rocks), Strategic Client Engagement (SCE), and implementation of multi-level account governance across the entire spectrum of SAP investments and transformation opportunities to ensure CLTV.
• Partner with CS&D organization on GTM alignment of roles and KPI’s so support the adoption of SAP Cloud solutions
• Partner with Marketing on global SCP plan including strategic segment events and ABM (increasing emphasis on digital modalities to support global account strategy across subsidiaries and affiliates, both demand gen and adoption and consumption support).
• Orchestrate all relevant Customer Success roles and practices to deliver a world class operating model to support the end to end Land-Adopt-Consume-Expand journey.
• Partner with the Partner & Ecosystem team to govern and deliver on programs to leverage customer influence and accelerate development of strategic pipeline.
• Executive sponsorship of selected SCP customers.

EXPERIENCE & ROLE REQUIREMENTS

• Strong background in account leadership, industry knowledge, and business acumen, with the ability to translate customer challenges and goals into actionable strategic roadmaps
• Ability to influence and results in a highly matrixed organization
• Several years of experience as people manager managing sales teams leading complex global customer relationships (including customers who are also partners, suppliers, joint GTM and co-innovation at scale, and 12 month+ pursuits) as MMT or MMM
• Experience implementing go-to-market engagement model transformation at a global scale (Cloud GTM transformation experience preferred)
• Demonstrated ability to…