Consulting and Professional Services

Customer Engagement Principal - S/4HANA Cloud (Japan)



Requisition ID: 272198
Work Area: Consulting and Professional Services
Expected Travel: 0 - 30%
Career Status: Professional
Employment Type: Regular Full Time



SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.




The S/4HANA Cloud Customer Engagement Principal (CEP) is the senior lead responsible for effectively positioning S/4HANA Cloud services and offerings to customers. They work throughout the Customer Lifecycle with a focus on pre-sales to achieve long term customer success. They identify and position S/4HANA Cloud Services opportunities in collaboration with the Field Sales teams.

The CEP manages customer expectations in moving to a standardized public cloud environment. During this process, they work with the delivery team to define the best delivery model to make the customer successful. This is a key role which requires a good understanding of ERP processes, as well as a customer-focused and service-oriented attitude.

The CEP is a business development role and does not carry a sales quota.




  • Plan and personalise the customer journey to S/4HANA Cloud
  • Key member of the S/4HANA Cloud Delivery Practice who will help to manage customer expectations in moving to a standard public cloud environment
  • Provide our customers key insight and direction related to how S/4HANA Cloud projects are run using SAP Activate & best practices

Demand Generation

  • Ensure customers understand the unique selling points and the value that is provided by SAP’s S/4HANA Cloud
  • Act as an S/4HANA Cloud thought leader to drive customer/ prospect demand for the solution and services
  • Review license pipeline, qualification and service attach for the Services portfolio
  • Support pre-sales activities (both license and services)
  • Establish and actively manage executive-level relationships with key customer stakeholders (LOB and IT)


  • Scope customer requirements and develop detailed solution approaches to meet customer’s business requirements
  • For each qualified opportunity, provide S/4HANA Cloud solution positioning, high level solution design, and services engagement structure
  • Ensure projects successfully transition to delivery

Enabling Scale

  • Create assets to support a scalable cloud delivery model, which helps to achieve lower & more predictable service costs, ensure high quality, speeds up time to value and is both partner and customer friendly
  • Develop & institutionalize S/4HANA Cloud sales best practices with service account managers & AE’s across Japan




  • Fluency in Japanese & English – both written and verbal - is mandatory
  • Able to build strong professional credibility both internally and externally, by effectively managing and developing relationships
  • Demonstrated organizational and interpersonal skills; the ability to work well with people from different disciplines with varying degrees of technical experience
  • Competence in clear, concise and tactful communication with senior executive management, clients, peers and team members
  • Understanding of cloud, hosted services, and SaaS / PaaS models as well as cloud-based commerce and business networks
  • Familiarity with SAP Services end to end implementation (from services sales to delivery)



  • Thorough knowledge of the S/4HANA Cloud solution, Services portfolio, customer use-cases and competitive environment.


Professional Experience


  • Significant demonstrated industry and solutions knowledge and expertise
  • Significant customer-facing experience with involvement in sales
  • Experience in a Cloud line of Business (e.g. IaaS, PaaS or SaaS) is preferred
  • Experience in evaluating new business development opportunities



Travel: 30% - mainly domestic travel

Career Level: T4PF



Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now.

To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team (Americas: or, APJ:, EMEA:

Successful candidates might be required to undergo a background verification with an external vendor.

Additional Locations

Requisition ID:  272198
Posted Date:  May 17, 2022
Work Area:  Consulting and Professional Services
Career Status:  Professional
Employment Type:  Regular Full Time
Expected Travel:  0 - 30%

Tokyo, Tokyo, JP, 100-0004

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