SAP Global Account Executive - Raytheon in Burlington, Massachusetts
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The Global Account Executive Expert, commonly known as Global Account Director (GAD) is the sales and account lead assigned to one or more Strategic Customers (SCP top of the GTM pyramid) and helps deepen and expand the SAP engagement with a defined strategic, market-leading, large, global customer.
He/she is accountable for global revenue growth, the end-to-end satisfaction, and referencability of the customer(s) throughout the customer lifecycle. The individual will lead and coordinate SAPs efforts across all lines of business (Sales, Consulting/Services, Active Global Support, development, IVE, IBU, Marketing, and partner management...) --- orchestrating all SAP parties around a single, clear articulated 2-3 year account strategy.
To drive toward success, the GAD ensures three critical elements are in place: a customer validated multi-year roadmap, an associated account strategy and annual plan, as well as effectively deploying and executing against the customer-SAP agreed governance model (including the assigned Executive Sponsor).
He/she is ultimately measured by growth in overall revenues, protecting the maintenance base, and increasing the NPS over time. The targets and priorities are set with the Regional SCP Head and that regions MU / COO.
The Global Account Director:
Orchestrates and leads the execution of the account strategy, incorporating Software, Cloud, Services, Support/Maintenance, Partners and Channels (including OEM).
Is the Sales lead on the account(s) with primary focus on Cloud and License growth in partnership with Services Sales driving services growth
Coordinates all customer- facing functions, including executive sponsor engagement, HQ strategy visits, DT workshops, etc., all to achieve tighter more profitable business plans, thus increasing customer satisfaction and further solidifying the GADs position as a trusted advisor
Completes long-term business strategy planning and creates the SAP-enabling innovation agenda with the customer
Drives and identifies co-innovation opportunities, then facilitates moving from pipeline to delivery of the opportunities.
Develops long term c-level relationships, creates and manages a strong joint SAP-customer governance model, and ensures that the SAP assigned executive sponsor is appropriately engaged
Leads Integrated Account Planning and ensures that SAP footprint is expanded with involvement of all relevant LOBs and strategic engagement with SI partners
Proactively identifies customer problems and proposes SAP solutions in addition to those already identified
Influences and leads a virtual team of resources from various LoBs, functions and geographies.
Drives revenue growth across all SAP LOBs throughout the customer lifecycle
Creates barriers to entry for competitors, protecting SAPs customer base
Drives adoption of and protecting premium support services (MaxAttention )
Provides leadership around Value management and Value realization, enabling connection of Value Engineering methodologies and business transformation practices to (Business) Consulting delivery
10 years of business experience in Sales or Consulting with complex business software / IT solutions Experience working with SAP solutions highly preferred
5 years of deep industry/domain expertise Aerospace & Defenserelated industry experience required
5 years of Global Account Management experience / leading account teams in matrixed organization
Strong knowledge of the SAP ecosystem preferred
Several years as (Associate) Partner OR Senior Manager at System Integrator (e.g. Accenture, Deloitte, Ernst & Young) OR Several years of Business Consulting Management or Value Engineering
Knowledge of financial, competitive, regulatory environment (as applicable)
Experience with long term planning of resources, technology and account structure
Exceptional communication and organizational skills.
Business level English: Fluent
Local language: Fluent, Business Level
12 plus years professional experience
Contracts : Requires a general understanding of software license contracts and delivery of associated services; 8 to 10 years experience with software/software related services terms & conditions negotiation.
EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:
Bachelor equivalent: yes, MBA preferred
We are SAP
SAP innovations help more than 400,000 customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with 200 million users and more than 100,000 employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, we build breakthroughs, together.
Our inclusion promise
SAPs culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone regardless of background feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility 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 .
EOE AA M/F/Vet/Disability:
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Successful candidates might be required to undergo a background verification with an external vendor.
Requisition ID:309439| Work Area: Sales| Expected Travel: 0 - 40%| Career Status: Professional| Employment Type: Regular Full Time| Additional Locations:
- SAP Jobs