Customer Success Partner, Acceleration - BTP (West)

We help the world run better

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from. 

PURPOSE AND OBJECTIVES

The primary focus of this position is to help our clients successfully onboard, adopt and consume SAP Business Technology Platform.  In addition to helping customer get started there will also be a business development component focused on use case discovery, guidance, and value articulation. The primary customer focus will be supporting customers that are part of new commercial offerings such as BTP Enterprise Agreement, and BTP products such as SAP Build Work Zone, Integration Suite, Datasphere, and SAP AI Core. This will position you at the forefront of SAP BTP commercial innovation, driving customer success for these new offerings and supporting the scalability of our groups’ reach.

The Acceleration BTP CSP Team is a regionally distributed team. In addition to relying on their immediate peers, this team will achieve success through collaboration with regional CSPs focused on other customer segments, and building relationships with other groups to drive customer success. These will include colleagues in support, services, education and our broad partner network.

EXPECTATIONS AND TASKS

• Engage customers with high potential and/or where LoB CSPs have identified projects and use cases to integrate or extend the landing SAP Applications.
• Onboard and orient customers to SAP Business Technology Platform focusing on how to get started.  Address challenges and questions to break through barriers inhibiting adoption.
• Qualify new customers throughout their Journey, documenting customer stakeholder and project information.
• Understand customers’ technology landscape, SAP and non-SAP. Highlight appropriate use cases that have seen successful adoption with other customers in similar situations – technology landscape, industry, geographies, etc.
• Leverage pre-defined “Acceleration Packs” and use cases including 1:n virtual workshops and webinars, best practices, thought leadership, etc. as engagement methods.
• Document and maintain interactions, Customer Risk and Health score in system of record.
• Utilizes proper escalation channels to help customers during times of need.
• Builds internal network of colleagues and customer-facing personnel to support your assigned accounts such as Account Executives, Product Management, Support, Deals Desk, Implementation Services, Partners, etc.
• Support the development and documentation of new Acceleration Packs that can be leveraged by the customer engagement organization and provide feedback on new commercial offerings.
• Engage client early to understand big picture, proactively position value and assist with escalations or critical situations management.
• Identify upsell and contract conversion potential: Give sales information about potential opportunities aligned to solving your customer’s business challenges.

Targets / KPIs

Acceleration Platform and Technology CSPs are measured on:

• Growth of BTP Platform consumption among assigned customers. As well as upsells, qualification, and transition to other CSP groups for ongoing relationship management.
• Identification of high potential accounts to pass up to high touch BTP CSPs.
• Develop and maintain Acceleration Packs: use cases that can be used as assets for the customer engagement team and to support the success of emerging BTP Products.

EXPERIENCE / ROLE REQUIREMENTS

• You have technical Cloud Architecture experience and can guide customers from technical hands-on level to architecture and strategy as a full-stack expert.
• You have experience with cloud solutions, preferably SAP Cloud Platform. You can understand, explain, and draft Cloud Architectures.
• You have experience articulating the value of and positioning use cases and solutions to customers.
• You have excellent communication (oral and written), presentation, program management, and organizational skills. You have at least 1 year of experience working in the IT Industry. Your background could be Software Engineering, Development Management, Project/Product Management, Pre-sales, Customer Engagement, Customer Success, Preferred Care, Consulting, etc.

*Flexible on work location in United States

**Prefer candidate locations within 40 miles of an SAP office

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Bring out your best

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.  

We win with inclusion

SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and 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: Careers@sap.com.
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

EOE AA M/F/Vet/Disability

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.

Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 102200 - 173700(USD) USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.

Requisition ID: 402467 | Work Area:Sales  | Expected Travel: 0 - 30% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid

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