Services Senior Account Executive

**What we offer** **The Services Account Manager** is accountable for the overall client business development and relationship management as well as closing sales in order to meet individual/team quotas and company business objectives from an SAP Services perspective. He/she carries the overall booking and revenue target for the assigned client(s). The SAM together with the SSEM and VAT team during a joint planning session plans the Sales approach and targets for his/her clients. Works with customers and partners to ensure the overall success of the sale, and implementation of SAP services solutions and business processes, and is expected to be a contributor to the overall success of the customer and partner relationship. The SAM will also be responsible for the account management approach and the account plan from an SAP Services perspective for the assigned client(s). He/she will be the main contact person for the AEs, representing the SAP Services organization from a sales and business development perspective. Core tasks include: Setting and formulating future-trends. Develop long-term enterprise strategy focused on Business/IT and SAP strategy. Analyze organizational impact and give first solution and transformation approach. Identifying Business Value Impact of IT/business. Conduct transformation management process. Aligning Business and IT Strategy. Creates a company specific transformation map; defining projects/programs. Define performance indicators. **Key Responsibilities & Task** > Responsible for one or more strategic customers > Be a Trusted Adviser and "Talk Business" > Deal with LOB, Executive Level > Establish powerful long term relationships > Orchestrate and be integral to the Virtual Account Team > Sell / Organize sales of the complete portfolio > To Achieve Our Vision (Innovation) > P/L responsibility for all consulting projects in the relevant customer > Sponsor of projects > Effective management of the relevant partners **Experience & Educational Requirements** Experience & Language Requirements Functional Experience > 5-9 years' experience in sales activities including generation and management of opportunities and bids, deal closure and client relationship management > Treating customers and colleagues with respect, fairness and consideration > Ethics > Setting Personal Objectives > Self-Awareness (knowing yourself - your strengths & your weaknesses) > Drive -The approach that brings intensity, pace, sharpness to the working life. The mindset to keep active & makes things happen. Managerial Experience > None, solid experience in leading virtual teams **Education** > Bachelor or Master's Degree Professional Training & Certification > Advanced level of sales training, c-level communication, advanced negotiation skills, etc. > Relevant certifications can be found on the Portal: List of Certifications **Key Areas of Responsibility | Additional Skills | Key Success Factors | Additional Requirements** > External services revenue and profitability for target account > Services new contract value > Total revenue sector (incl. Software and education) > Number of win-loss for work > Generate opportunities based on holistic understanding of client challenges, create accounts together with account manager, close big sized profitable deals (size of deals will vary depending on the region) Qualitative Key Success Factors > Customer satisfaction and references > E.g. client satisfaction, mix of portfolio sold, generation of reference projects > Conducts project reviews / quality reviews of projects > Drives changes to increase satisfaction rates as determined by FS Practices and multiple organizations > Leads member involvement top down > Rewards positive knowledge sharing behavior > Enhances KM Practice efforts along Practice Lifecycle > Sets up sub-topic expert groups and assigns leads for each expert group **Customer/Partner Interactions External**: > Manage client relationships within client organization > Coordinate executive or c-level level communication **We are SAP** **Our inclusion promise** 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 and more equitable world. 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. Requisition ID:333328 | Work Area: Sales | Expected Tr