Senior Services Account Executive - Canberra

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e help the world run better A

t SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. 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.

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

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S&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.

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ore tasks may include:

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* uilds 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)
* rigination and management of opportunities and bids, deal closure through the formal sales cycle
* ells the complete Services portfolio aligned to customer needs (according to the defined Sales bag)
* ingle Point of Contact for the customer representing the SAP Services organization
* irect contributor to overall long-term success of customer and partner relationships
* rchestrates resources: deploy appropriate teams to execute winning sales and delivery
* ccountable for all Services Commercial aspects in the assigned account(s)
* upporting Delivery Teams engaged in delivering against existing contracts
* eveloping and delivering sustainable, long-term customer engagements across all SAP products and services to support our customerʼs success.
* upporting customerʼs transformation journey, with full accountability across Sales and Delivery
* etting strategic goals and outcomes to support the customerʼs business objectives

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ey Responsibilities & Tasks

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he 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.

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ccount and Stakeholder Management

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* ocused on customer success, transformational outcomes, driving customer loyalty, satisfaction and renewals
* eads 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
* evelops and maintains Trusted Advisor relationship with customer executives
* rchestrates all non-license sales, delivery and success resources on the account
* evelops and aligns with customer on Business Innovation, Consumption (application) and Transformation roadmap Sales
* ccountable and also largely responsible for all sales related activities including account planning, forecasting, reporting, opportunity origination, opportunity management and closing
* ccountable 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
* ccountable to originate and drive cross and upsell opportunities within existing customer engagements
* ccountable for commercial negotiations and driving SAP interest
* ocus on expanding the SAP footprint at the customer by driving profitable revenue growth across all Lines of Business Delivery
* ccou