Managing Partner

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.

What you'll do:

As a Managing Partner (MP), you will act as the primary executive leader responsible for building deep, value-driven strategic relationships with SAP's most important customers. You will develop an in-depth understanding of customer business needs and leverage a strong network within the SAP and partner ecosystem. By executing the Strategic Customer Program (SCP) Methodology, you will deliver unique value and a differentiated experience to drive your customer's success.

You will:

• Drive deep, trusted relationships with your customers' C-level executives and senior stakeholders, ensuring alignment between their 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) in your account(s) by orchestrating a cross-functional Extended Account Team, ensuring a unified, one-team approach to delivering exceptional customer experiences across all touchpoints.
• 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 net bookings and cloud revenue growth, 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 realization, and future opportunities.

What you bring:

• Strong background in account leadership, industry knowledge (Preferably Petro-Chemicals and Oil & Gas), 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 net booking or cloud revenue growth through strategic planning, relationship management, and skillful sales execution.
• Experience working with customers across various industries, bringing insights and best practices to help customers innovate and grow.

Meet your team:

You will work alongside a diverse and experienced extended account team with expertise in various domains—including sales, value advisory, enterprise architecture, consulting, and customer success—to drive business results and deliver exceptional customer experience and value.

Your account team will consist of several dedicated team members as well as a large pool of shared resources. Furthermore, you will be supported by the Regional and Global Strategic Customer Program (SCP) teams who will provide enablement, go-to-market advice and expertise specific to SCP execution. These teams will support you and help you accelerate customer success and organizational growth.

Additionally, you will interact with and leverage resources from a significant pool of SAP's partner ecosystem.

Skills you'll use:

Professional Skills

• Business Acumen: Demonstrates deep knowledge of the client's operations, business models, and end-to-end business processes, enabling the formulation of tailored solutions.
• Strategic Thinking: Translate strategy into a map with initiatives that we can support achieving customer goals across various customer business imperatives.
• Accountability: Demonstrates consistent reliability and expertise, instilling confidence in the ability to deliver on commitments and exceed expectations.
• 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, ensuring a strong foundation for collaboration.

Tech Industry & SAP General Skills

• Key Performance Indicators (KPIs): Excels at interpreting consumption data and translating it into actionable insights, driving informed decision-making.
• Process Improvement: Leverage Quarterly Business Reviews (QBRs) as a vital tool for gaining insights into customer needs and operational efficiency.
• Technology Innovation: Recognizes the pivotal role of technology in shaping the customer's industry, understanding how it influences and disrupts traditional norms.
• SAP Cloud Suite Portfolio: Exhibits a high level of expertise in SAP's solutions and portfolio.
• Broad knowledge of SAP Solutions: Oversee the alignment of SAP solutions with customer business objectives.
• Value-Based Selling: Guide teams in crafting value propositions that demonstrate the business impact of SAP's offerings.

Role Specific Skills

• Account Strategy: Develops and executes a comprehensive Strategic Account Plan that outlines a long-term vision and strategy in collaboration with the customer.
• Executive Conversations: Exemplifies professionalism and engagement at the executive level.
• Account Governance: Establishes clear governance structures at both IT and business levels.
• Relationship Building: Holds responsibility and accountability for the Board Sponsorship.
• Account Team Leadership: Leading the extended account team, leveraging their diverse expertise.
• Team Performance Management: Demonstrates the ability to structure and motivate the core account team.
• Complex Sales: Ability to position, shape and execute large, complex deals.
• Industry Knowledge: Commands comprehensive knowledge of the industry and market landscape relevant to the customer.
• Partner Relationship Management: Ability to engage strategy consulting firms and system integration partners.

Bring out your best:

SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development.

We win with inclusion:

SAP's culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone feels included and can run at their best. SAP is proud to be an equal opportunity workplace and is an affirmative action employer.

EOE AA M/F/Vet/Disability:

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

Requisition ID: 416821 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.