Services Sales Expert

**We help the world run better**

**PURPOSE AND OBJECTIVES**

Services Sales is accountable for the new client business development and relationship management or growing existing accounts by originating, managing, and closing up-sell/cross-sell opportunities and orchestrating outcome-based delivery execution. It has a significant influence on the development and growth of strategic new Services business and develops and maintains effective strategic relationships in assigned account(s). They are also accountable to ensure business growth through business development activities and ensuring they are delivered in accordance with the organizational strategy. Accountable for the sales and delivery activities for the assigned client/s. Represents the Services organisation from a sales and business development perspective and is a key contributor to the overall success of the customer and partner relationships.

**EXPECTATIONS AND TASKS**
- Builds a foundation within the assigned account(s) on which to harvest future Services business opportunities.
- Accountable for booking and revenue Services targets for assigned account(s).
- Origination and management of opportunities and bids, deal closure through the formal sales cycle.
- Sells the complete Services portfolio aligned to customer needs (according to the defined Sales bag).
- Single Point of Contact for the customer representing the SAP Services organization.
- Direct contributor to the overall long-term success of customer and partner relationships.
- Orchestrates resources: deploy appropriate teams to execute winning sales and delivery.
- Accountable for all Services Commercial aspects in the assigned account(s).
- Supporting Delivery Teams engaged in delivering against existing contracts.
- Developing and delivering sustainable, long-term customer engagements across all SAP products and services to support our customer’s success.
- Supporting customer’s transformation journey, with full accountability across Sales and Delivery.
- Setting strategic goals and outcomes to support the customer’s business objectives.

**KEY RESPONSIBILITIES**

The Services Partner Expert serves as a trusted leader to our most strategic and important customers assigned to either a single account or a portfolio of accounts. Working hand-in-hand with the Global Account Director from the license side, the Services Partner owns the Services P&L (Profit & Loss) at the account level and has full accountability for all Services sales, Services delivery, software consumption and renewals in the account(s). The Services Partner is supported by all non-licensed sales resources in the account(s) and shared support infrastructure on the market unit level. The Services Partner is ultimately responsible for orchestrating all these resources to achieve customer success and resulting SAP growth in the account.

**Account and Stakeholder Management**
- Focused on customer success, transformational outcomes, driving customer loyalty, satisfaction and renewals
- Leads and drives relationships on the C-level in tight collaboration with the Global Account Director and/or Managing Partner, the rest of the Virtual Account Team and internal stakeholders
- Develops and maintains Trusted Advisor relationships with customer executives
- Orchestrates all non-license sales, delivery and success resources on the account
- Accountable and also largely responsible for all sales-related activities, including account planning, forecasting, reporting, opportunity origination, opportunity management and closing
- Accountable for the development of proposals, tenders, and or responses to requests for proposals associated with the engagement in order to win new deals for SAP
- Accountable to originate and drive cross and upsell opportunities within existing customer engagements
- Accountable for commercial negotiations and driving SAP interest
- Focus on expanding the SAP footprint at the customer by driving profitable revenue growth across all Lines of Business Delivery
- Accountable for planning and delivery of all Services engagementʼs business objectives, scope and solutions within contractual obligations, quality criteria, on time and budget/margin requirements realizing business outcomes
- Optimization of the delivery model through the use of the off-site services delivery framework, incorporating SAP leading practice & tools, automation and innovation tools and offerings
- Resolution of distressed engagements including political situations, solution challenges, delivery, resource, budgeting, change, commercial and legal issues affecting the engagement Customer Success - Monitors cross LoB adoption, entitlements consumption and documents business impact
- Accountable for customer cloud renewals and other commercial events
- Accountable for the customerʼs success with all SAP subscription / maintenance-based solutions
- Accountable for execution of standardized engagement success methodology Experienc