Key Responsibilities
Account Ownership Strategy:
Serve as the LoB owner for assigned accounts, developing and executing strategic account plans that align with customer goals, business objectives and broader account plans by account team.
Drive End-to-End Customer Value Journey with Domain Expertise:
Provide solution area domain expertise and thought leadership to understand and address high-priority business challenges. Lead end-to-end process mapping and the customer value journey, owning the transformation roadmap for the LoB.
Pipeline Opportunity Management:
Identify and develop new business opportunities within existing accounts, contributing to pipeline growth and revenue targets.
Product Success Innovation:
Drive go-to-market for new products, engage early with customers, validate solutions, and influence the product roadmap. Lead AI and innovation initiatives (e.g., BDC, Knowledge Graphs, scalable PoCs, Joule agents).
Enablement, Demos Prototypes:
Support solution advisors to ensure demo system readiness and manage enablement programs. Collaborate with Demo Learning teams to provide updated assets and trial environments as part of scalable enablement programs as well as customized demos, POCs and prototypes with customer specific data.
Value Proposition Executive Engagement:
Collaborate with value advisors to create compelling narratives articulating ROI, value leakage and competitive advantages. Conduct strategic discovery, run value leakage, AOTP workshops and deliver persuasive pitches with ways of solving distinct customer business/buying-center challenges to accelerate executive buy-in and drive demand independently of RFPs.
Commercial Negotiations:
Navigate complex pricing and contractual discussions, balancing client expectations with organizational profitability and cloud revenue growth.
Adoption Consumption:
Support Customer Success Management (CSM) communities, secure references, and manage escalations. Collaborate with CS and CSD adoption teams to ensure successful delivery of solutions and services, monitoring outcomes and driving continuous improvement to maximize customer value.
Customer Success Field Impact:
Own LoB deal cycles, renewals, enablement, and executive engagement. Elevate customer discussions to prioritize investment and drive measurable outcomes.
Relationship Building Governance:
Drive C-suite engagements and Buying Center Alignment by fostering long-term high-value relationships and convert executives into advocates and brand ambassadors. Conduct Quarterly Business Reviews (QBRs) with customers and internal stakeholders focused on solution adoption, innovation, risks and opportunities.
Ecosystem Partner Engagement:
Own relationships with strategic consulting partners (e.g., McKinsey, Bain, Accenture, Deloitte, PwC, EY) to co-innovate, develop joint go-to-market strategies, and shape disruptive solutions. Maintain direct, high-quality relationships with partner account leads.
Collaboration Orchestration:
Align closely with Sales, Product, and Marketing to ensure SAL impact is fully integrated into the go-to-market engine with tailored GTM approach. Drive joint accountability and coordination across internal stakeholders for maximum market impact.
Competitive Industry Expertise:
Maintain deep technical and functional knowledge across SAP solutions. Stay at the forefront of emerging technologies and competitive trends to craft differentiated solutions that win in the market.
Qualifications Competencies
- Bachelor s degree in Business, Marketing, Information Technology, or related field.
- Management consulting type profile with 15+ Years Industry or Practitioner experience; Executive relationship building skills with proven C-suite influence.
- B2B enterprise experience with multi-stakeholder SaaS cycles, plus top-tier consulting and deep industry expertise.
- Proven experience in account management, solution sales, or customer success roles.
- Strong understanding of solution sales, customer value realization, and account planning methodologies; Expansion selling track record (account growth).
- Deep SAP and domain expertise, with strong understanding of AI and innovation trends.
- Maps value levers and tell a quantified ROI storytelling and compelling business case creation
- Strategic thinking, business acumen, relationship building and client advocacy skills.
- Excellent communication, negotiation, and stakeholder management abilities.
- Ability to work collaboratively in a matrixed environment and influence without direct authority.
- Analytical mindset with a focus on problem-solving and continuous improvement.
- 12 plus years experience in a quota carrying role
- 4 plus years domain experience in applicable sub solution area domain either from related industry or consulting (Data Analytics cloud, Big Data, AI sales)
