4 days old

VP, Sales - Strategic Customers Job

VP, Sales - Strategic Customers Job

VP, Sales - Strategic Customers Job

Date: Jun 21, 2018

City: Dallas, TX, US

Company: SAP


SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.
SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.

As a people manager, you are responsible for supporting the success of not only your direct reports, but the success of all employees within the larger team you are a part by helping to identify development opportunities and supporting team members to achieve their goals. You are expected to know about the members of your extended team and share insights with your peer managers. Look for opportunities to coach and recognize employees directly and provide just-in-time feedback so that employees can reflect on your input immediately.


To support you in this responsibility you can view relevant information via Success Map for your entire organization. This business execution tool supports you in leading the success of your organization by providing you with information to guide your direct reports in following through with their responsibilities. Act as a role model by coaching and recognizing your direct reports and providing just-in-time feedback and expecting the same of your direct reports.


The Global Account Senior Manager develops the strategy and leads the vision, direction and efforts of the Global Account Executive team across assigned large, multi-national, strategic customers --- orchestrating  multi-year Account strategies for each around clear, repeatable, high-impact best practice programs and methodologies.   The Global Account Director may manage the collective group of accounts as a long-term P&L business, building toward and delivering consistent, predictable and sustainable revenues.   Ensures appropriate interpretation and execution of SAP’s Global strategy around its key customer base at the global or regional level.


The VP, SCP:

  • Builds and develops a top performing Global Account Manager and Global Account Executive team.  Ensures they are challenged, learning, appropriately placed in their assignments and are representative of all LOBs.
  • Provides thought leadership and vision around SAP’s Global/Strategic Account strategy, linking plans and execution to the communicated Board strategies and goals.
  • Performs reviews of account strategy for each assigned account à  ensures financial and business results are met.
  • Integrates all customer- facing management teams to jointly plan global account strategy, coverage and execution model.   Resolves conflict.
  • Reviews and consults on long-term technology and business strategy planning with assigned Global Account Executives and Accounts.
  • Drives programs and repeatable best practices and methodology across all accounts. 
  • Identifies areas for co-innovation and coordinates with TIP/Development management on managing co-innovation projects.
  • Manages SAP and Customer risk via risk mitigation tools, contractual AGS support, and close coordination with the IBU, Services, Support and the Board (where applicable).  
  • Develops long term c-level relationships, strong governance and ensure top-to-top partnerships are mapped appropriately
  • Drives the expansion of the SAP footprint across all assigned accounts
  • Drives revenue growth in all LOBs across all assigned accounts
  • Provides leadership around effective utilization of Value management and Value realization
  • Provides support to account management throughout software lifecycles.
  • Makes decisions with fiduciary consideration and responsibility.


Experience & Language Requirements

  • 20+ years of business experience in Sales or Consulting with complex business software / IT solutions
  •  10+ years of deep industry/domain expertise
  •  10+ years of Large Account Management experience / leading account teams
  •  Strong knowledge of the complete SAP offering (including Service and Support)
  • Several years as (Associate) Partner at System Integrator (e.g. AC)
  •  Several years of Business Consulting Management or Value Engineering 
  •  Several years of large Account Management
  • Exceptional communication skills.
  • Business level English: Fluent
  • Local language: Fluent, Business Level


To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team (Americas: or , APJ: , EMEA: ). Requests for reasonable accommodation will be considered on a case-by-case basis.

EOE AA M/F/Vet/Disability:

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, gender, sexual orientation, gender identity, protected veteran status or disability.

Additional Locations :


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