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About the Role

The Strategic Customer Program (SCP) at SAP builds long-term partnerships with valued customers, focusing on trust, collaboration, and innovation to deliver exceptional value and success. This role involves leading strategic relationships with the New South Wales Public Sector, understanding their business needs, and leveraging the SAP and partner ecosystem to drive success through the SCP Methodology.

Responsibilities

• Drive deep, trusted relationships with customers’ C-level executives and senior stakeholders, ensuring alignment between business priorities and SAP’s solutions.
• Define and co-create a strategic roadmap with the customer, focusing on achieving sustainable business outcomes and transformation.
• Lead the execution of the SAP Strategic Customer Program (SCP) by orchestrating a cross-functional Extended Account Team, ensuring a unified approach to delivering exceptional customer experiences.
• Develop a high-performing team culture based on collaboration, innovation, and continuous improvement within customer engagements, identifying new opportunities to create value and drive growth.
• Set up and facilitate multi-level governance frameworks that ensure alignment between SAP, its partners, and customer leadership to deliver business impact and value outcomes.
• Support the expansion of SAP’s footprint by leveraging all relevant SAP solutions and services, and relying on strong partnerships with system integrators, technology partners/hyperscalers, and strategy consulting firms to help customers succeed.
• Drive sales execution by focusing on cloud revenue growth, net bookings and adoption/consumption, ensuring that sales targets are met or exceeded through strategic planning, business development and effective account management.
• Conduct Quarterly Business Reviews (QBRs) with key executives to assess Key Performance Indicators (KPIs), customer and SAP expectations, value realisation, and future opportunities.
• Orchestrate Customer References and Advisory Council Participation to influence peer decisions and SAP roadmaps.
• Invest in AI literacy and foster the use of AI to raise productivity, decision quality and engagement velocity.

Requirements

• Strong background in account leadership, public sector industry knowledge, and business acumen, with the ability to translate customer challenges and goals into actionable strategic roadmaps.
• Proficiency in building robust executive relationships, earning trust, and establishing governance structures.
• Thought leadership and deep expertise in value-based selling practices and strategic decision-making.
• Solid general knowledge of SAP solutions, strong communication skills, and proficiency in conducting Quarterly Business Reviews (QBRs).
• Proven track record of delivering tangible business results and consistent overachievement of set targets for cloud revenue growth, net bookings and adoption/consumption through strategic planning, relationship management, and skillful sales execution.
• Experience working with customers across the Public Sector industry, bringing insights and best practices to help customers innovate and grow.

Skills

• Business Acumen: Demonstrates deep knowledge of client operations, business models, and end-to-end business processes.
• Strategic Thinking: Translate strategy into a map with initiatives to achieve customer goals across various business imperatives.
• Accountability: Demonstrates consistent reliability and expertise, instilling confidence in delivering on commitments.
• Influencing Skills: Successfully integrates within the customer's leadership team, earning a seat at the table through strategic contributions.
• Establishing Trust: Adept at developing trust and confidence among major stakeholders within the customer's organization.
• Key Performance Indicators (KPIs): Excels at interpreting consumption data and translating it into actionable insights.
• Process Improvement: Leverage Quarterly Business Reviews (QBRs) for insights into customer needs and operational efficiency, driving better business outcomes and meeting KPIs.
• Technology Innovation: Recognizes the pivotal role of technology in shaping the customer's industry, understanding its influence and disruption.
• SAP Cloud Suite Portfolio: Exhibits expertise in SAP's solutions and portfolio, adept at developing value-based roadmaps and selling strategies.
• Broad knowledge of SAP Solutions: Oversee the alignment of SAP solutions with customer business objectives, ensuring long-term success.
• Value-Based Selling: Guide teams in crafting value propositions that demonstrate the business impact of SAP’s offerings.
• Account Strategy: Develops and executes a comprehensive Strategic Account Plan, validated and approved by the customer.
• Executive Conversations: Exemplifies professionalism and engagement at the executive level, with advanced C-level communication skills.
• Account Governance: Establishes clear governance structures at both IT and business levels, ensuring accountability and regular alignment.
• Relationship Building: Holds responsibility and accountability for Board Sponsorship, establishing strong partnerships with clients.
• Account Team Leadership: Leading the extended account team, leveraging diverse expertise and coordinating SAP account resources.
• Team Performance Management: Ability to structure and motivate the core account team to efficiently support customers, optimizing costs while maintaining excellence.
• Complex Sales: Ability to position, shape, and execute large, complex deals, including building compelling value propositions and handling objections.
• Industry Knowledge: Commands comprehensive knowledge of the public sector industry and market landscape relevant to the customer.
• Partner Relationship Management: Ability to engage strategy consulting firms and system integration partners to accelerate execution of business priorities.

Location

• New South Wales, Australia

Work Type

• Regular Full Time
• Hybrid

Experience Level

• Professional
• Strong background in account leadership
• Proven track record of delivering tangible business results

Benefits

• Constant learning
• Skill growth
• Great benefits
• Focus on health and well-being
• Flexible working models
• Investment in employees to inspire confidence and help realize full potential

About the Company

• SAP helps the world run better by enabling customers to bring their best and bringing out the best in them.
• SAP is a builder touching over 20 industries and 80% of global commerce.
• 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, SAP is purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development.
• SAP connects global industries, people, and platforms, ensuring every challenge gets the solution it deserves.

Equal Opportunity

• 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.
• SAP believes in being made stronger by the unique capabilities and qualities each person brings to the company, investing in employees to inspire confidence and help everyone realize their full potential, ultimately unleashing all talent and creating a better world.
• SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities.
• Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements.