Global Account Executive Expert Nestlé

Job Title

Global Account Executive Expert for Nestlé (f/m/d) at SAP

We help the world run better. At SAP, we keep it simple: you bring your best to us, and we’ll bring out the best in you. We’re builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what’s next. The work is challenging – but it matters. You’ll find a place where you can be yourself, prioritize your wellbeing, and truly belong.

What’s in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.

The Global Account Executive Expert, positioned as “Global Account Director (GAD) within Nestlé’s account structure”, works closely with the Managing Partner (MP) to develop, lead, and implement the overall global account strategy as the commercial sales lead. In this role the GAD is responsible for leading and guiding the Nestlé Industry Account Executives. Nestlé is one of SAP’s Strategic Customers, placing it at the very top of the GTM pyramid.

The GAD is accountable for global revenue growth, end‑to‑end customer satisfaction, and the customer’s referencability 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, and effective deployment and execution against the customer‑SAP‑agreed governance model (including the assigned Executive Sponsor).

Targets and priorities are set in coordination with the MP, aligned with the SCP Customer Unit strategy. The GAD is ultimately measured by growth in overall revenues, protection of the Cloud footprint, and increasing the NPS over time.

• Work in close collaboration with the MP in orchestrating, leading, and executing the account strategy with primary focus on Cloud, License, and Services growth.
• Manage all license and contractual topics (leading for License, Cloud and supporting for Services) for a solid business foundation.
• Coordinate 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.
• Drive and identify co‑innovation opportunities, then facilitate the transition from pipeline to delivery.
• Jointly with the MP develop long‑term key stakeholder relationships, create and manage a strong joint SAP‑Customer governance model, and ensure that the SAP‑assigned executive sponsor is appropriately engaged.
• Lead Integrated Account Planning and ensure that SAP footprint is expanded with involvement of all relevant LoBs and strategic engagement with SI partners.
• Drive the collaboration and joint engagements with the key technology partners such as Microsoft, Snowflake and Service Now, as well as the main SIs Acende[r]??, IBM and Wipro.
• Proactively identify customer problems and propose SAP solutions beyond those already identified.
• Influence and lead the commercial team as well as the virtual team of resources from various LoBs, functions, and geographies in close collaboration with the MP.
• Drive revenue growth across all SAP LoBs throughout the customer lifecycle.
• Create barriers to entry for competitors, protecting SAP’s customer base.
• Drive adoption of and protect premium support services (Max Attention).
• Provide leadership around Value management and Value realization, enabling a connection of Value Engineering methodologies and business transformation practices to (Business) Consulting delivery.

• 5+ years of business experience in Sales with complex business software / IT solutions / IT services
• 3+ years of Large Account Management experience / leading account teams
• Strong knowledge of the complete SAP offering (including…