SAP Global Account Director (Retail Banking) Job in Feltham, United Kingdom
Requisition ID: 115305
Work Area: Sales
Expected Travel: 0 - 30%
Career Status: Professional
Employment Type: Regular Full Time
As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.
Global Account Director (Retail Banking)
The Global Account Director (GAD) leads and helps deepen and expand the SAP engagement with a defined strategic, market-leading, large, global customer.
He/she is accountable for the end-to-end satisfaction, growth and referencability of this customer throughout the customer lifecycle. The individual will lead and coordinate SAP’s efforts across all lines of business (Sales, Consulting/Services, Active Global Support, development, IBU...) --- orchestrating all SAP parties around a single, clear articulated 2-3 year account strategy.
EXPECTATIONS AND TASKS
To drive toward success, the GAD ensures three critical elements are in place: an ability to reach C-level customer contacts beyond the CIO in order to provide a customer validated multi-year roadmap, an associated account strategy and annual plan, as well as effectively deploying and executing against the customer-SAP agreed governance model.
He/she is ultimately measured by growth in overall revenues, protecting the maintenance base, increasing the NPI and qualitative MBOs around innovation and relationship depth . These goals are ideally created with the strategic customer head, the applicable industry head and the HQ regional COO.
The Global Account Director:
Orchestrates and leads the execution of the account strategy, incorporating Software, Cloud, Services, Support/Maintenance, Partners and Channels (including OEM).
Coordinates all customer- facing functions, including executive sponsor engagement, HQ strategy visits, DT workshops, etc., all to achieve tighter more profitable business plans, thus increasing customer satisfaction and further solidifying the GAD’s position as a trusted advisor.
Navigates in a complex business organization. Understands corporate guidelines and policies and reports accordingly.
Completes long-term business strategy planning and creates the SAP-enabling innovation agenda with the customer
Drives and identifies co-innovation opportunities, then facilitates moving from pipeline to delivery of the opportunities.
Develops long term c-level relationships, creates and manages a strong joint SAP-customer governance model, and ensures that the SAP assigned executive sponsor is appropriately engaged
Leads Integrated Account Planning and ensures that SAP footprint is expanded with involvement of all relevant LOB’s and strategic engagement with top System Integrators.
Proactively identifies customer problems and proposes SAP solutions in addition to those already identified
Influences and leads a virtual team of resources from various LoBs, functions and geographies.
Drives revenue growth across all SAP LOBs throughout the customer lifecycle
Creates barriers to entry for competitors, protecting SAP’s customer base
Drives adoption of and protecting premium support services (MaxAttention )
Provides leadership around Value management and Value realization, enabling connection of Value Engineering methodologies and business transformation practices to Consulting delivery
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES
University degree, preferably in Computer Science, Engineering or Management
Demonstrated ability to meet and exceed deadlines and a track record of achieving personal targets.
A self-starter, with energy and drive and the ability to manage multiple priorities.
Advanced understanding of SAP, its portfolio of products and solutions, partners, markets and competition.
Proven ability to work with partners in a variety of structures.
Strong sense of ownership and autonomy.
Proven capability to federate resources and facilitate collaboration within and outside own team.
Ability to work in a multinational environment and willingness to travel.
Very Fluent in English both oral and written.
Demonstrable experience in Sales or Consulting with complex business software / IT solutions. with quota carrying selling experience in the enterprise software and services industry. Ideally, a combination of both direct enterprise software sales and direct services sales.
Large Account Management experience / leading account teams
Strong knowledge of the complete SAP offering (including Service and Support)
Several years as Associate or Partner at System Integrator (e.g. AC) or
Several years of Business Consulting Management or Value Engineering
Knowledge of financial, competitive, regulatory environments (as applicable)
Experience with long-term planning of resources, technology and account structure
Exceptional communication skills.
Industry focus and experience of selling at C level above the CIO.
Knowledge of SAP’s Partners, competitors and the regional IT Industry
SAP'S DIVERSITY COMMITMENT
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: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com , APJ: Careers.APJ@sap.com , EMEA: email@example.com ). Requests for reasonable accommodation will be considered on a case-by-case basis.
Additional Locations: No Selection