Senior Services Account Executive – (canberra Based Role)

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Our company culture is focused on helping our employees enable innovation by building breakthroughs together. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.Apply now! 

 

• Role is based in Canberra
• To be eligible for further consideration  you will require Australian Citizenship or PR and an AGSVA issued security clearance (or the ability to obtain one)
• Only applicants currently residing in Australia will be able to be considered further given restricted mobility and visa availability.

 

CSS – Customer Success Services is accountable for the new client business development and relationship management or growing existing accounts by originating, managing, and closing up-sell/cross-sell opportunities and orchestrating outcome-based delivery execution. It has a significant influence on the development and growth of strategic new Services business and develops and maintains effective strategic relationships in the assigned account(s). They are also accountable to ensure business growth through business development activities and ensuring they are delivered in accordance with the organizational strategy. Accountable for the sales or/and delivery activities for the assigned client/s. Represents the Services organisation from a sales and business development perspective and is a key contributor to the overall success of the customer and partner relationships.

 

Core tasks may include:

• Builds a foundation within an assigned account(s) on which to harvest future Services business opportunities > Accountable for booking and revenue Services targets for assigned account(s)
• Origination and management of opportunities and bids, deal closure through the formal sales cycle
• Sells the complete Services portfolio aligned to customer needs (according to the defined Sales bag)
• Single Point of Contact for the customer representing the SAP Services organization
• Direct contributor to overall long-term success of customer and partner relationships
• Orchestrates resources: deploy appropriate teams to execute winning sales and delivery
• Accountable for all Services Commercial aspects in the assigned account(s)
• Supporting Delivery Teams engaged in delivering against existing contracts
• Developing and delivering sustainable, long-term customer engagements across all SAP products and services to support our customerʼs success.
• Supporting customerʼs transformation journey, with full accountability across Sales and Delivery
• Setting strategic goals and outcomes to support the customerʼs business objectives

 

Key Responsibilities & Tasks

The Services Account Executive serves as a trusted leader to our most strategic and important customers assigned to either a single account or a portfolio of accounts. Working hand-in-hand with the Global Account Director from the license side, the Services Partner owns the Services P&L (Profit & Loss) at the account level and has full accountability for all Services sales, Services revenue. The Services Account Executive is supported by all non-licensed sales resources in the account(s) and shared support infrastructure on the market unit level. The Services Partner is ultimately responsible for orchestrating all these resources to achieve customer success and resulting SAP growth in the account.

 

Account and Stakeholder Management

• Focused on customer success, transformational outcomes, driving customer loyalty, satisfaction and renewals
• Leads and drives relationship on C-level in tight collaboration with the Industry Account Executive and the Global Account Director, the rest of the Virtual Account Team and internal stakeholders
• Develops and maintains Trusted Advisor relationship with customer executives
• Orchestrates all non-license sales, delivery and success resources on the account
• Develops and aligns with customer on Business Innovation, Consumption (application) and Transformation roadmap Sales
• Accountable and also largely responsible for all sales related activities including account planning, forecasting, reporting, opportunity origination, opportunity management and closing
• Accountable for the development of proposals, tenders, and or responses to requests for proposals associated with the engagement in order to win new deals for SAP
• Accountable to originate and drive cross and upsell opportunities within existing customer engagements
• Accountable for commercial negotiations and driving SAP interest
• Focus on expanding the SAP footprint at the customer by driving profitable revenue growth across all Lines of Business Delivery
• Accountable for planning and delivery of all Services engagements business objectives, scope and solutions within contractual obligations, quality criteria, on time and budget/margin requirements realizing business outcomes
• Optimisation of the delivery models through the use the off-site services delivery framework, incorporating SAP leading practice & tools, automation and innovation tools and offerings
• Resolution of distressed engagements including political situations, solution challenges, delivery, resource, budgeting, change, commercial and legal issues affecting the engagement Customer Success • Monitors cross LoB adoption, entitlements consumption and documents business impact
• Accountable for customer services commercial events
• Accountable for execution of standardised engagement success methodology, experience & educational requirements experience
• Demonstrated track record of Leadership Positions
• Strong experience in managing customers, partners and internal resources to secure timely results
• Management of all resources, including remote, off-site resources and partner and 3rd party resources, integrating strong disciplines and collaborative outcomes
• P&L management for assigned area responsibility

 

Functional Experience

• 7+ Years Account Management Experience of effectively managing large complex customers and programs
• Successful track record of managing Large Accounts, leading account teams and developing account plans
• Strong experience of constructing and implementing business transformation, innovation and consumption/application roadmaps linking technology initiatives to realized business benefits
• 7+ years of transformational experience across large programs which include P&L management of large engagements
• 7+ years of deep industry/domain expertise
• Proven experience with engaging, operating with and aligning with C-level stakeholders internally and at large, Government customers and in a Matrix Environment
• Proven experience in successfully leading cross functional teams without authority
• Managed at least 1 large-scale SAP implementations
• Knowledge of financial, competitive, regulatory environment and management of related implications for sales and delivery in Government projects/programs.
• Proven ability to develop well-structured plans (short, medium and long term) in relation to account development, delivery, roadmaps
• Proven track record of networking and executing across the complete SAP business portfolio and all Lines of Business Partner Ecosystem Expertise
• Up To Date Knowledge of SAPs Partners, Competitors and the broader regional IT Industry
• Effective collaboration & management of the SAP partner ecosystem as relative to the assigned account(s)
• Experience in establishing teaming agreements and commercial negotiations associated with ecosystem partnerships

 

International Experience

• Experience with complex Multinational Customers
• Experience working in other countries and regions is preferred

 

Education

• Bachelor or Master’s Degree
  MBA would be advantageous, Professional Training and Certification
• Professional Certification in Business Management and/or Project Management
• High level of sales training incl. advanced negotiation skills

 

Language Requirements

• English: Fluent
• Local language: Fluent
• Other: fluency in additional languages is a distinct advantage

 

Expected Travel

• 0-20%