Global Managing Partner - Telco

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The Global Managing Partner (MP) Global Account Chief Expert is the worldwide General Manager and Executive Sponsor accountable for leading the end to end strategic customer engagement of a Platinum account, the top tier in the Strategic Customer segment.

In this role, the Managing Partner leads the overall strategic and sustainable engagement with the customer and ecosystem, proactively driving initiatives that increase the customer's commitment to and investment in joint business innovation, accelerating innovation adoption and business impact. This results in growth in share of wallet, total revenues across SW, Services and Cloud, and reference ability.

The Managing Partner develops the business and digital transformation strategy, leads the vision for the global account team, and embraces and models the best practices of Strategic Customer Engagement (SCE), including orchestrating multi year jointly committed road maps enabled by the four panel model, an annual account plan, and joint governance created and executed by the Managing Partner and the customer's named SAP Executive Sponsor.

The Managing Partner drives the total P&L business, building toward and delivering consistent, predictable, and sustainable revenues while at the same time building a trusted relationship with CxO Line of Business, Geographical and IT Senior Executives at the customer and ensuring short term success.

The Managing Partner is ultimately responsible for SAP's engagement at the account, coordinating and aligning strategy, planning and execution with all senior stakeholders across SAP board areas and LoBs through detailed business planning. This includes orchestrating seamless alignment and integration between headquarters and client subsidiaries in planning and execution cycles to achieve business outcomes in keeping with SAP commitments. They consult and agree on overall global (cross LOB), yearly Revenue and Profitability targets with MU head and Regional President.

• Run the Account as a business as GM and Executive Sponsor
• Leverage SAP Board Sponsor, other Executive Board members and select other senior leaders to ensure long term business impact and growth
• Build and develop a top performing matrixed, cross functional Global Account team including partnering with host LoB on identifying targets, assignments, and development plans
• Provide thought leadership and vision around SAP's Global/Strategic Account strategy, linking plans and execution to the communicated Board strategies and goals and linking those to customer objectives
• Review and consult on long term technology and business strategy planning with account team across all board areas and with strategic partners (SI's, etc.)
• Identify areas for co innovation and coordinate with cross board area and functional unit management on co innovation projects
• Act as point of contact for board level escalations at customer Executive level when needed
• Work proactively and in close collaboration with DBS, P&I, BN&A and within GCO
• Develop long term C level relationships, strong governance, and ensure top to top partnerships are mapped appropriately
• Provide thought leadership to SAP - overall, industry, innovation areas, etc.
• Actively mentor GADs and model SAP's leadership behaviors
• Make decisions with fiduciary consideration and responsibility

• 20+ years of business experience in Sales or Consulting with complex business software / IT solutions
• 10+ years of deep industry/domain expertise
• 10+ years of Large Account Management experience / leading account teams
• Strong knowledge of the complete SAP offering (including Service and Support)
• Knowledge of financial, competitive, regulatory environment
• Experience with long term planning of resources, technology and account structure
• Several years as (Associate) Partner at System Integrator (e.g. AC) or
• Several years of Business Consulting Management or Value Engineering or
• Several years of large Account Management
• Proven C suite influence and engagement
• Exceptional communication and presentation skills
• Business level English: Fluent

SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end to end business application software and related services for database, analytics, intelligent technologies, and experience management. 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. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.

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