Senior Services Account Executive - Canberra

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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 choosefrom.Role is based in CanberraTo be eligible for further consideration you will requireAustralian Citizenship or PR and an AGSVA-issued security clearance (or the ability to obtain one)Only applicantscurrently residing in Australia will be able to be considered furthergiven restricted mobility and visa availability.

CS&D - Customer Success & Delivery 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 cycleSells 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 organizationDirect contributor to overall long-term success of customer and partner relationshipsOrchestrates resources : deploy appropriate teams to execute winning sales and deliveryAccountable for all Services Commercial aspects in the assigned account(s)Supporting Delivery Teams engaged in delivering against existing contractsDeveloping and delivering sustainable, long-term customer engagements across all SAP products and services to support our customers success.Supporting customers transformation journey, with full accountability across Sales and DeliverySetting strategic goals and outcomes to support the customers 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 ManagementFocused on customer success, transformational outcomes, driving customer loyalty, satisfaction and renewalsLeads 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 stakeholdersDevelops and maintains Trusted Advisor relationship with customer executivesOrchestrates all non-license sales, delivery and success resources on the accountDevelops and aligns with customer on Business Innovation, Consumption (application) and Transformation roadmap SalesAccountable and also largely responsible for all sales related activities including account planning, forecasting, reporting, opportunity origination, opportunity management and closingAccountable for the development of proposals, tenders, and or responses to requests for proposals associated with the engagement in order to win new deals for SAPAccountable to originate and drive cross and upsell opportunities within existing customer engagementsAccountable for commercial negotiations and driving SAP interestFocus on expanding the SAP footprint at the customer by driving profitable revenue growth across all Lines of Business DeliveryAccountable 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 outcomesOptimisation of the delivery models through the use the off-site services delivery framework, incorporating SAP leading practice & tools, automation and innovation tools and offeringsResolution 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 impactAccountable for execution of standardised engagement success methodology, experience & educational requirements experienceDemonstrated track record of Leadership PositionsStrong experience in managing customers, partners and internal resources to secure timely resultsManagement of all resources, including remote, off-site resources and partner and 3rd party resources, integrating strong disciplines and collaborative outcomesP&L management for assigned area responsibility Functional Experience7+ Years Account Management Experience of effectively managing large complex customers and programsSuccessful track record of managing Large Accounts, leading account teams and developing account plansStrong experience of constructing and implementing business transformation, innovation and consumption / application roadmaps linking technology initiatives to realized business benefits7+ years of transformational experience across large programs which include P&L management of large engagements7+ years of deep industry / domain expertiseProven experience with engaging, operating with and aligning with C-level stakeholders internally and at large, Government customers and in a Matrix EnvironmentProven experience in successfully leading cross functional teams without authorityManaged at least 1 large-scale SAP implementationsKnowledge 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, roadmapsProven track record of networking and executing across the complete SAP business portfolio and all Lines of Business Partner Ecosystem ExpertiseUp To Date Knowledge of SAPs Partners, Competitors and the broader regional IT IndustryEffective 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 ExperienceExperience with complex Multinational CustomersExperience working in other countries and regions is preferred EducationBachelor or Master's DegreeMBA would be advantageous, Professional Training and CertificationProfessional Certification in Business Management and / or Project ManagementHigh level of sales training incl.

advanced negotiation skills Language RequirementsLocal language : FluentOther : fluency in additional languages is a distinct advantage Expected Travel0-20% Bring out your best 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.

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