Services Sales Expert

**We help the world run better**

**PURPOSE AND OBJECTIVES**

Services Sales 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 assigned account(s).

**KEY RESPONSIBILITIES**

The Services Partner Expert 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 accountabilities for all Services sales, Services delivery, software consumption and renewals in the account(s). The Services Partner 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 relationships on the C-level in tight collaboration with the Global Account Director and/or Managing Partner, the rest of the Virtual Account Team and internal stakeholders
- Develops and maintains Trusted Advisor relationships with customer executives, Orchestrates all non-license sales, delivery and success resources on the account
- 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 engagementʼs business objectives, scope and solutions within contractual obligations, quality criteria, on time and budget/margin requirements realizing business outcomes
- Optimization of the delivery model through the use of 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 cloud renewals and other commercial events
- Accountable for the customerʼs success with all SAP subscription / maintenance-based solutions
- Accountable for execution of standardized 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**
- Must have atleast 7+ Years of Account Management experience of effectively managing large complex customers within SAP eco system.
- Successful track record of managing Mid-Large Accounts, leading account teams and developing account plans
- 7+ years of transformational experience across large programs which include P&L management of large engagements
- 5+ years of deep industry/domain expertise.
- Proven experience with engaging, operating with and aligning with C-level stakeholders internally and at large, multinational customers and in a Matrix Environment
- Proven experience in successfully leading cross-functional teams without authority
- Knowledge of financial, competitive, regulatory environment and management of related implications for sales and delivery
- 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
- UpToDate Knowledge of SAPs Partners, Competitors and the regional IT Industry
- Effective collaboration & management of t