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Thứ Hai, 26 tháng 8, 2013

Global Account Director Defense Logistics Agency Supply Chain - SAP AG - Washington, DC

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Lead the SAP Account Team


  • Senior level resource dedicated 1:1 as the General Manager for the account

  • Coordinate activities and drive accountability across all SAP line of business segments and country subsidiaries

  • Ensure communication, consistency and a common SAP voice across the customers initiatives

  • Provide visibility and regular reviews with SAPs executive board around the customers progress

  • Develop and maintain account plan and strategy document including executive engagement strategy


Elevate Relationships to a Strategic Level


  • Ensure SAP is taking a long-term view of the account

  • Maintain and Develop LOB executive alignment to SAP

  • Establish joint roadmaps and monitor progress against long-term objectives, aligned to the customers strategic goals

  • Act as the customers trusted advisor and primary advocate within SAP

  • Promote transparency and visibility into the objectives, plans and constraints across both companies

  • Active member of the customers extended management team in executive steering councils and strategic planning sessions


Drive Industry Innovation & Design Thinking


  • Develop a deep understanding of the customers business objectives, pain points and competitive goals

  • Evangelize and facilitate Design Thinking practices across the customers initiatives

  • Envision new solutions leveraging game-changing technologies (in-memory, mobile, cloud)

  • Leverage SAP Innovation programs to enable rapid solution prototyping and realization

  • Drive customer adoption of SAP NPI/D solutions in account


Ensure Mutually Shared Success


  • Drive sustained growth of both organizations objectives over a long-term horizon

  • Ensure appropriate governance models and clear escalation paths are put in place across all initiatives

  • Collaborate with partners to ensure alignment and success

  • Leverage SAP Value Realization programs to measure the impact of SAP solutions to the customers business

  • Protect and promote both companys brands throughout the industry

  • Previous success in handling large transactions and projects over lengthy discovery, evaluation and implementation periods in a fast-paced and competitive market and managing P&L over multiple revenue streams

  • 7 to 10 years software sales experience

  • Experience managing large Global transformation projects/programs

  • Experience integrating Partners, Consulting, Global Support and Development on behalf of a Global customer.

  • Extensive network and understanding of each area and how to drive collaboration.

  • Bachelors degree or higher strongly preferred

  • Strong oral and written communication skills

  • Willingness to travel as required (20%50%)

  • Strong Supply Chain and DOD experience required

  • Experience managing large complex customer accounts.

  • Proven leadership of large extended account teams with ability to drive and hold VAT members accountable for results across SAP lines of business

  • Proven ability to internally communicate and coordinate with executives and peers to accounts goals and needs

  • Ability to build credibility and trust with LOB and IT executive stakeholders

  • Ability to be trusted advisor to the C-level, ability to build trust and transparency.

  • Ability to think strategically and connect to the customers business objectives

  • Proven sales track record, software and/or services sales overachievement

  • Ability to establish long-term sales plans and growth strategies

  • Strategic planning and business case development experience

  • Demonstrated capability to position SAP benefits to LOB leadership

  • Relevant Industry Experience, ideally worked in the industry of the customer

  • Ability to lead innovation discovery efforts including Design Thinking expertise

  • Industry Business Network relative to the customers business

  • In-depth knowledge of SAPs global organizations and extensive SAP internal network including AGS, Development, Services and Sales

  • Ability to champion the customers needs across SAPs executive team




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SAP AG together with its subsidiaries (SAP) is engaged in developing and licensing business software solutions. SAP also sells support,...





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