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Thứ Ba, 21 tháng 1, 2014

Global Account Director High Tech Distribution Job - SAP - Palo Alto, CA

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Ref-Code: US-58163321-EN-14-002

Work area: Sales

Expected travel: 0% - 50%

Career status:

Employment type: Regular Full Time


SAP is the global market leader for business software and thus contributes a considerable part of the world's economic power grid. At SAP you get your chance to put your ideas into action with maximum impact.Global Account Director leads the Account Team and Strategy to: • Drive revenue growth across all lines of business (Software, Services, Support) • Establish a proactive strategic and co-innovative customer Relationship, focused on pipeline growth to deliver consistent, predictable and sustainable revenues. • Establish and lead 3+ year Joint Account Strategy and Roadmap with the customer • Lead the extended SAP Account Team to maximize customer value. • Drive Joint Governance Model ensuring joint alignment and sponsorship (executive, management, steering and project committees). • Lead communication of business value to customer business and IT stakeholders • Drive adoption of SAP innovations in the account first


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 customer's initiatives • Provide visibility and regular reviews with SAP's executive board around the customer's 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 customer's strategic goals • Act as the customer's trusted advisor and primary advocate within SAP • Promote transparency and visibility into the objectives, plans and constraints across both companies • Active member of the customer's extended management team in executive steering councils and strategic planning sessions Drive Industry Innovation & Design Thinking • Develop a deep understanding of the customer's business objectives, pain points and competitive goals • Evangelize and facilitate Design Thinking practices across the customer's 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 organization's 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 customer's business • Protect and promote both company's 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.


  • Bachelor's degree or higher strongly preferred • Strong oral and written communication skills • Willingness to travel as required (20%-50%) • Strong High Tech Distribution 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 customer's 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 SAP's global organizations and extensive SAP internal network including AGS, Development, Services and Sales • Ability to champion the customer's needs across SAP's 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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