Senior Enterprise Account Executive

Account Executive Expert

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.

Key Areas of Responsibility

The Account Executive Expert (IAE) is a senior account/territory leader assigned to one or more key customers within NSW. The IAE drives the total strategic customer engagement with the customer and is accountable for driving innovation adoption, leading global SW, Cloud and renewals growth, the end-to-end satisfaction, and referencability of the customer(s) throughout the customer lifecycle. The individual will lead and coordinate SAP's efforts across all lines of business and board areas --- orchestrating all SAP parties around a single, clear articulated 3+ year joint innovation roadmap (using 4-panels) and account strategy. The IAE will lead consultatively by shaping the client's digital transformation roadmap and leading SAP's execution of that roadmap with the customer.

To drive toward success, the IAE ensures three critical elements are in place the four-panels, customer jointly committed 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) as part of the Strategic Customer Engagement approach. He/she is ultimately measured by growth in overall revenues.

The Account Executive Expert:

• Orchestrates and leads the execution of the account strategy, incorporating Software, Cloud, Renewals, Services, Support/Maintenance, Partners and Channels (including OEM).
• Ensures the alignment of SAP's Virtual Account Team to deliver on Business Outcomes
• Digital Transformation: Creation and Execution of Digital Transformation 3+ Year Road Mapping
• Business Development through SAP relevance, executive messaging, and shaping clients' digital strategy
• Completes long-term business strategy planning and creates the SAP-enabling innovation agenda with the customer
• Uses his/her deep understanding of a customer's business not simply to serve them, but to teach them; to push their thinking and provide them with new and different ways to think about their business and how to compete
• 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 the 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 SAP's customer base
• Drives adoption of and protecting premium support services (MaxAttention)
• Provides leadership around Value management and Value realisation, enabling connection of Value Engineering methodologies and business transformation practices to (Business) Consulting delivery
• Bi-directional Collaboration with the customer; Institution of Strategic Customer Engagement Model. Driving Bi-directional Strategic Road Maps

Experience:

• 7+ years of business experience in Sales or Consulting with complex business software / IT solutions
• 7+ years of Large Account Management experience / leading account teams. Strong knowledge of the complete SAP offering (including Service and Support)
• Experience with long-term planning of resources, technology and account structure
• Exceptional communication skills
• Strategic thinker, high degree of creativity and innovation
• Business level English: Fluent
• Local language: Fluent, Business Level

Please note: We will prioritize applications currently residing in Sydney, Australia. The role is based in Sydney.

SAP innovations help more than four hundred thousand 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 two hundred million users and more than one hundred thousand 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, you can bring out your best.

We win with inclusion. SAP's 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 world. SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities.