Global Account Director (GAD) - BHP

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Please note: The position is focused on BHP as the customer. Location can be one of Melbourne, Brisbane or Perth as BHP Executive team are dispersed across these three cities.


Job Title: Global Account Director (GAD) - BHP


Purpose and Objectives:


The Global Account Executive Expert, commonly known as “Global Account Director (GAD)” is the sales and account lead assigned to one or more Strategic Customers (SCP – top of the GTM pyramid) and helps deepen and expand the SAP engagement with a defined strategic, market-leading, large, global customer. He/she is accountable for revenue growth, the end-to-end satisfaction, and referencability of the customer(s) throughout the customer lifecycle. The individual will lead and coordinate SAP’s efforts across all lines of business (Sales, Customer Success, Consulting/Services, ICA, Development, IBU, Marketing, and Partner management) - orchestrating all SAP parties around a single, clearly articulated 2-3 year account strategy.  


To drive toward success, the GAD ensures three critical elements are in place: a customer validated multi-year roadmap, an associated account strategy and annual plan, as well as effectively deploying VAT (Virtual Account Team) and executing against the customer-SAP agreed governance model (including the assigned Executive Sponsor). He/she is ultimately measured by the adoption of SAP Cloud, growth in overall revenues, protecting the maintenance base, and increasing the NPS over time. The targets and priorities are set by the ANZ SCP Head in alignment with Industry EGM and COO.


Expectations and Tasks


The Global Account Director:

  • Orchestrates and leads the execution of the account strategy, incorporating Software, Cloud, Services, Support/Maintenance, Partners
  • Is the Sales lead on the account(s) with primary focus on Cloud growth in partnership with Services Sales and Customer Success in driving Adoption and Consumption of what was sold
  • Develops long term C-level relationships, creates and manages a strong joint SAP-customer governance model, and ensures that the SAP assigned executive sponsor is appropriately engaged
  • Leads Integrated Account Planning and ensures that SAP footprint is expanded with involvement of all relevant LOB’s and strategic engagement with SI partners
  • Coordinates all customer- facing functions, including executive sponsor engagement, Headquarters visits, visits to SAP Events, etc., with the goal of realising the stated Account strategy, thus increasing customer satisfaction and further solidifying the GAD’s position as a trusted advisor
  • Influences and leads a virtual team of resources from various LoBs, functions and geographies – runs effective cadence to achieve alignment of vision for the account with all internal stakeholders and participants
  • Drives and identifies co-innovation opportunities, then facilitates moving from pipeline to delivery of the opportunities through relevant engagement with Product Engineering and Platform & Tech stakeholders in SAP Global
  • Drives revenue growth across all SAP Cloud LOBs throughout the customer lifecycle, driving adoption, consumption and expansion (LACE)
  • Develops strategies to create barriers to entry for competitors, protecting SAP’s customer base
  • Drives successful delivery of customer outcomes through adoption of SAP premium support services (MaxAttention)
  • Provides leadership around outcome realization for the customer initiatives


 Work Experience

  • 10+ years of business experience in Sales or Consulting with complex business software / IT solutions
  • 5+ years of deep industry/domain expertise (Energy and Natural Resources domain desired)
  • 5+ years of Large Account Management experience / leading account teams
  • 5+ years as (Associate) Partner at System Integrator (e.g. Accenture, Deloitte)


Contracts: Requires a general understanding of software license contracts and delivery of associated services; 3 to 5 years’ experience with software/software related services terms & conditions negotiation.


Education and qualifications, Skills and Competencies


This role requires minimum Bachelor’s qualification in a relevant discipline and postgraduate qualifications while, not essential will be highly regarded.


Required competencies include but are not restricted to:

  • Strong knowledge of the complete SAP offering (including Cloud, Service and Support)
  • Strong executive presence with both senior customers representatives and SAP senior leaders
  • Experience in leading/influencing global teams and functions
  • Ability to develop, orchestrate and lead initiatives in the account
  • Managing ambiguity and complexity within SAP driving revenue initiatives
  • Ability to craft direction, develop programs and simultaneously execute
  • Knowledge of financial, competitive, regulatory environment (as applicable)
  • Experience with long term planning of resources, technology and account structure
  • Exceptional communication skills.
  • Business level English: Fluent


Travel is required in this role.




We are SAP

SAP innovations help more than 400,000 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 200 million users and more than 100,000 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, we build breakthroughs, together.


Our inclusion promise

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: Americas: or, APJ:, EMEA:


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.

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

 Requisition ID:329496 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time  | Additional Locations: 

Requisition ID:  329496
Posted Date:  Jun 27, 2022
Work Area:  Sales
Career Status:  Professional
Employment Type:  Regular Full Time
Expected Travel:  0 - 10%

Queensland, AU, 4000

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