Client Partner (Services Sales Account Manager) (SAP)

Full-Time, Not Disclosed

Experience: 5 - 6 Years

Qualification: Bachelors (Communication - Tech. Writing)

City: Auckland

Skills: Proven record of growing the business within the customer organisation and in the region.

Posted On: Apr, 18 2017

Job Description

Requisition ID: 144821
Work Area: Consulting and Professional Services
Expected Travel: 0 - 30%
Career Status: Professional
Employment Type: Regular Full Time
Career Level: T3
Recruiter Name: Rodney Supanovich



COMPANY DESCRIPTION



As the cloud company powered by SAP HANA®, SAP is a market leader in enterprise application software, helping companies of all sizes and industries run better. SAP empowers people and organizations to work together more efficiently and use business insight more effectively. SAP applications and services enable our customers to operate profitably, adapt continuously, and grow sustainably.



Now it’s your turn to take the next step and help make the world Run Simple.

PURPOSE AND OBJECTIVES



As a Client Partner located in Auckland, you will be responsible for the development and execution of strategic sales plans to large enterprise customers. In this role you will be reporting to the NZ Services Sales Director and will be part of a high performing team.



The successful applicant will have a proven track of sales pursuit experience as well as strong negotiation skills, the ability to 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 and:



Expand the services footprint within assigned clients and strategic accounts, and meet annual revenue and margin targets
Provide deep focus within assigned clients to understand strategic plans/intentions and develop the value proposition offered through SAP services with the team.
Create strong and lasting relationships and achieve “trusted advisor” status with assigned clients
Collaborate with the regional sales team to qualify the pursuit, and develop a sales strategy and negotiate to successful closure
Determine the partnership model
Leverage best practices for innovation, acceleration, engagement models and deal structures
Successfully close profitable deals
Share knowledge and best practices with the Global sales team
Senior Client Partners are thought leaders


EXPECTATIONS AND TASKS



The key objective of the Senior Client Partner is to drive large and strategic deals and get involved early to shape the overall deal execution supporting both the services and software sales leaders and drive an overall solution that will address the customer’s desired outcomes



Work collaboratively with Account Directors and the Project Managers to develop account plans and sales and services strategies for assigned clients. Then execute against those plans.
Establish and maintain “C- Level” working relationships, providing clients with a single point of contact for all SAP services, including strategy, consulting and support.
Maximising the services footprint within assigned Enterprise 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 client’s 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.
Work 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.

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

Customer Value

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


Organisational Awareness

Demonstrate an ability to use the formal and informal systems at SAP to get things done.
Demonstrate sensitivity to others, but seek in all cases to present direct feedback to members with the team and others within the business
Demonstrate and apply sound business judgement


Organisational Discipline

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


Work Experience

5-7+ years of experience in Services or Software Solution Sales to large Enterprise customers
Experience working with SAP Services or Sales preferred.
SAP Product Knowledge preferred but not essential
Track Record of quota and KPI achievement in a similar position
Working in different countries and cultures is a plus
Experience in leading virtual account teams



Education and Qualifications

Bachelor degree, MBA / Other Master degrees.
Experience working in a global organization and proven record of working with cross-functional teams would be preferable10 years of industry experienced in the software industry and/or maintenance business with experience in project consulting or pre-sales activities would be preferred.
Proven record of growing the business within the customer organisation and in the region.




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: [email protected] [email protected], APJ: [email protected], EMEA: [email protected]). Requests for reasonable accommodation will be considered on a case-by-case basis.

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