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Services Partner, Oil & Gas (f/m/d)

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Date: Feb 24, 2021

City: s-Hertogenbosch, NB, NL

Company: SAP

 

 

Requisition ID: 270874
Work Area: Sales
Expected Travel: 0 - 100%
Career Status: Professional
Employment Type: Regular Full Time

 

 

COMPANY DESCRIPTION


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.

  
KEY RESPONSIBILITIES AND TASKS

 

The Services Partner, Oil & Gas (f/m/d) 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 license side, the Services Partner owns the Services P&L at the account level and has full accountability for all Services sales, Services delivery, software consumption and renewals in the account(s).

  
In this the Services Partner is supported by all non-license sales resources in the account(s) and a shared support infrastructure on market unit level. The Services Partner is ultimately responsible for orchestrating all these resources to achieve the 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 relationship on C-level in tight collaboration with Global Account Director and/or Managing Partner, the rest of the Virtual Account Team and internal stakeholders
  • Develops and maintains Trusted Advisor relationship with customer executives
  • Orchestrates all non-license sales, delivery and success resources on the account
  • Develops and aligns with customer on Business Innovation, Consumption (application) and Transformation roadmap

 

Sales

  • 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
  • Is 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 engagement’s 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 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 customer’s success with all SAP subscription / maintenance-based solutions
  • Accountable for execution of standardized engagement success methodology

 

EXPERIENCE & EDUCATIONAL REQUIREMENTS:

  
Experience

  • Demonstrated track record of Leadership Positions
  • Strong experience in managing customers, partners and internal resources to secure timely results
  • Management of all resources including remote, off-site resources and partner and 3rd party resources integrating strong disciplines and collaborative outcomes
  • P&L management for assigned area responsibility

 

Functional Experience

  • 7+ Years Account Management Experience of effectively managing large complex customers
  • Successful track record of managing Large Accounts, leading account teams and developing account plans
  • Strong experience of constructing and implementing business transformation, innovation and consumption/application roadmaps linking technology initiatives to realized business benefits
  • 7+ years of transformational experience across large programs which include P&L management of large engagements
  • 5+ years of deep industry/domain expertise
  • Proven experience with engaging, operating with and aligning with C-level stakeholders internally and at large, multi-national customers and in a Matrix Environment
  • Proven experience in successfully leading cross functional teams without authority
  • Managed at least 1 large-scale SAP implementations
  • Knowledge of financial, competitive, regulatory environment and management of related implications for sales and delivery
  • Proven ability to develop well-structured plans (short, medium and long term) in relation to account development, delivery, roadmaps
  • Proven track record of networking and executing across the complete SAP business portfolio and all Lines of Business

 

Partner Ecosystem Expertise

  • UpToDate Knowledge of SAPs Partners, Competitors and the regional IT Industry
  • Effective collaboration & management of the SAP partner ecosystem as relative to the assigned account(s)
  • Experience in establishing teaming agreements and commercial negotiations associated with ecosystem partnerships

 

International Experience

  • Experience with complex Multinational Customers
  • Experience working in other countries and regions is preferred

 

Education/Training & Certification

  • Bachelor or Master's Degree (MBA would be advantageous)
  • Fluent English and Dutch language skills

   

 

 

WHAT YOU GET FROM US

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.

 

SAP'S DIVERSITY COMMITMENT
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: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com).

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

 

Additional Locations

 


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