In this role, you manage client relationships and drive sales initiatives, ensuring customer satisfaction while collaborating with various teams to achieve business outcomes and strategic goals.
Anforderungen
- •10+ years in Sales or Consulting
- •Bachelor’s degree or equivalent required
- •Excellent German (C2), proficient English (B2)
- •Comprehensive understanding of SAP products
- •Proven ability to manage complex organizations
- •Strong program/project management skills
- •Excellent verbal and non-verbal communication
- •Strategic thinking for business growth
- •Analytical skills for data analysis
- •Collaboration skills with various departments
- •Proactive problem-solving abilities
- •Customer-centric mindset
- •Time management and organizational skills
- •Experience in value-based selling
Deine Aufgaben
- •Serve as the end-to-end account owner.
- •Expand and maintain senior client relationships.
- •Drive sales and consumption efforts.
- •Identify cross-sell and up-sell opportunities.
- •Lead the virtual account team for your territory.
- •Coordinate all roles across the customer.
- •Drive customer value realization based on business outcomes.
- •Manage renewals, expansions, and upsells.
- •Utilize expert governance and stakeholder management skills.
- •Interpret consumption data and drive insights to action.
- •Orchestrate resources such as junior sales quota carriers.
- •Demonstrate deep expertise in SAP solution portfolio.
- •Understand support processes and organization.
- •Promote and ensure high customer satisfaction.
- •Plan, prepare, and execute sales and marketing activities.
- •Manage customer care activities and negotiations.
- •Independently manage business units within Volkswagen Group.
- •Strategically position SAP as a preferred partner.
- •Identify critical success factors from the customer's perspective.
- •Utilize customer escalations to enhance relationships.
- •Advance sales opportunities and shape deals.
- •Plan and execute customer meetings with follow-up.
- •Manage Cloud and license opportunities collaboratively.
- •Establish regular C-level meetings with Volkswagen.
- •Develop and implement a SAP customer strategy.
- •Recognize the customer's medium- to long-term potential.
- •Participate actively in account team initiatives.
Original Beschreibung
Sales
# Account Director - in the Automotive Industry (f/m/d)
**What you'll do:**
As an Account Director (AD) at SAP, you will be responsible for building strong, long-term customer relationships, driving customer innovation, delivering value via SAP solutions, and ensuring that customer business objectives are met.
* Serve as the end-to-end account owner and expand and maintain senior client relationships
* Drive sales and consumption efforts, identifying cross-sell and up-sell opportunities
* Lead the virtual account team for your territory and coordinate all roles across the customer
* Drive customer value realization based on agreed business outcomes (Cloud Net Booking, Service Revenue, Service Booking, Profitability, and Customer Satisfaction), including renewals, expansions, and upsells
* Utilize expert governance and stakeholder management skills
* Interpret consumption data and drive insights to action
* Orchestrate resources such as junior sales quota carriers as needed
* Demonstrate deep expertise in SAP solution portfolio with detailed understanding of the support processes and organization
* Active promotion and targeted assurance of the highest customer satisfaction (Customer Happiness)
* Planning, preparation, and execution of sales, marketing, demand generation, customer care activities, and negotiations
* Professional, independent, and sales-oriented management of business units, regions, and brands within the Volkswagen Group
* Strategic account management and company-wide positioning of SAP as the preferred strategic partner for business applications and IT platforms
* Identifying critical success factors and deriving action areas from the customer's perspective
* Utilizing customer escalations as an opportunity to further develop the customer relationship and generate growth in customer satisfaction from this experience
* Identification and independent advancement of sales opportunities and deal shaping in coordination with the rest of the account team
* Planning, preparation, execution, and follow-up of customer meetings, including follow-up
* Management of Cloud and license opportunities in close collaboration with Line of Business Sales, Consulting, and Partners
* Establishment and coordination of regular C-level meetings to strengthen the relationship between Volkswagen and SAP
* Development and implementation of a SAP customer strategy for account development and opportunity management
* Recognition of the customer's medium- to long-term potential (2-5 year horizon)
* Active participation in the account team life and active responsibility for overarching project and sales initiatives
**What you bring:**
* 10+ years of experience in Sales or Consulting with complex business software/IT solutions preferable with very large and complex clients
* Bachelor’s degree or equivalent required (MBA preferred)
* Excellent German language skills (C2), proficient English language skills (B2)
* Comprehensive understanding of SAP's product and service portfolio
* Proven ability to manage in highly complex organizations and apply risk-mitigation strategies
* Strong program/project management and commercial/deal support skills
* Excellent verbal and non-verbal communication skills. This includes tactful and politically astute verbal and written communication skills at top management level (L1) are crucial for effectively interacting with clients and internal teams and building strategic partnerships.
* Strategic Thinking: You should be capable of developing long-term strategies that enhance business growth and customer satisfaction.
* Analytical Skills: The ability to analyze complex data and make informed decisions is essential. Successful account management requires continuous monitoring of performance and KPIs.
* Collaboration Skills: Close collaboration with various departments within SAP and the establishment of a virtual account team is important for effectively meeting customer needs and offering integrated solutions.
* Proactive Problem Solving: The ability to detect technical, commercial, and other problems and escalations early and proactively develop solutions to swiftly overcome these challenges.
* Customer Centricity: A strong customer-oriented mindset to ensure that solutions are tailored to the specific needs and requirements of the client.
* Time Management and Organization: Efficient time management and organizational skills are necessary to manage multiple projects and customer requirements simultaneously.
* Experience in Value-Based Selling: Value-based selling of software products through account strategy, value engineering, business development, contract and scorecard management, as well as basic knowledge in investment calculation (business case creation) helps the customer quickly grasp the value of our products.
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ERP, Cloud, Account Manager, SAP, Technology, Sales, Customer Service