Managing Partner - Manufacturing & Agriculture, Midwest

About 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.

Midwest preferred;
Other NA locations considered.

The Managing Partner (MP) is the global account leader assigned to one or more Strategic Customers. The MP drives the total strategic customer engagement with the customer and is accountable for driving innovation adoption, leading global software, cloud and services growth, end‑to‑end satisfaction, and reference‑ability of the customer(s) throughout the customer lifecycle. The individual will lead and coordinate SAP’s efforts across all lines of business and board areas—orchestrating all SAP parties around a single, clearly articulated 3 to 5 year joint innovation roadmap based on a clear account strategy and direction in support of the customer’s strategic initiatives using the 4‑panel governance model.

The MP will lead consultatively by shaping the client’s digital transformation vision and ultimately roadmap and leading SAP’s execution of that roadmap with the customer.

To drive toward success, the MP ensures three critical elements are in place:

• A clear Account Plan and strategy which is developed in collaboration with the Market Unit and the extended Virtual Account Team (VAT).
• A jointly committed multi‑year roadmap with the customer that focuses on driving innovation and transformation.
• A jointly agreed‑to governance model that enables the right level of focus on a mutually agreed‑to set of strategic initiatives.

All the above elements support the Strategic Customer Engagement Approach which ultimately will drive value creation, value execution, and value realization for the customer. He/She is ultimately measured by growth in overall net new bookings in cloud software and services as well as protecting the revenue base (renewals) and increasing the NPS over time. The targets and priorities are set with the Regional SCP Head, that region’s MU Head and shared with the GM & Global SCP Head.

• Orchestrates and leads the execution of the account strategy, incorporating Software, Cloud, Services, Support/Maintenance, Partners and Channels (including OEM).
• Ensures the alignment of SAPs Virtual Account Team to deliver on Business Outcomes Digital Transformation;
  Creation and Execution of Digital Transformation 3‑5 Year Road Mapping Business Development through SAP relevance, executive messaging, shaping client’s digital strategy;
  Completes long‑term business strategy planning and creates the SAP‑enabling innovation agenda with the customer.
• Uses his/her deep understanding of a customer's business not simply to serve them, but to teach them; to push their thinking and provide them with new and different ways to think about their business and how to compete.
• 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 LOBs 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 protects premium support services (Max Attention).
• Provides leadership around Value management and Value realization, enabling connection of Value Engineering methodologies and business transformation practices to (Business) Consulting…