SAP Global Account Director Job in Palo Alto, California

Requisition ID: 127262

Work Area: Sales

Expected Travel: 0 - 10%

Career Status: Professional

Employment Type: Regular Full Time

Career Level: T4PF

Recruiter Name: Elizabeth Bracher


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.


  • The “Global Account Director (GAD)” is the sales and account lead assigned to one or more Strategic Customers (SCP – top of the GTM pyramid) and helps deepen and expand the SAP engagement with a defined strategic, market-leading, large, global customer.

  • He/she is accountable for global revenue growth, the end-to-end satisfaction, and referencability of the customer(s) 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, IVE, IBU, Marketing, and partner management...) --- orchestrating all SAP parties around a single, clear articulated 2-3 year account strategy.

  • To drive toward success, the GAD ensures three critical elements are in place: 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 (including the assigned Executive Sponsor).

  • He/she is ultimately measured by growth in overall revenues, protecting the maintenance base, and increasing the NPS over time. The targets and priorities are set with the Regional SCP Head and that region’s MU / 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).

  • Is the Sales lead on the account(s) with primary focus on Cloud and License growth in partnership with Services Sales driving services growth

  • 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

  • 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 SI partners

  • 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 (Business) Consulting delivery


  • 10 years of business experience in Sales or Consulting with complex business software / IT solutions

  • 5 years of deep industry/domain expertise

  • 5 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) or

  • Several years of Business Consulting Management or Value Engineering

  • Knowledge of financial, competitive, regulatory environment (as applicable)

  • Experience with long term planning of resources, technology and account structure

  • Exceptional communication skills.

  • Business level English: Fluent

  • Local language: Fluent, Business Level

  • 2-5 years professional experience

  • 1-3 years of accounting, treasury or finance experience or in required field (payroll, commissions, billing, banking, cash management, etc)

  • Good understanding of IFRS accounting issues and Sarbanes-Oxley requirements and local accounting skills.

  • Experience with SAP ERP preferred

  • Proficient in Microsoft Excel and Word

  • Contracts: Requires a general understanding of software license contracts and delivery of associated services; 3 to 5 years’ experience with software/software related services terms & conditions negotiation.


  • Bachelor equivalent: yes


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.

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