PURPOSE AND OBJECTIVES
Realize and maximize the predefined and quantitative as well as qualitative goals of the entire global account team and furthermore to create customer value during the entire lifecycle of the customer and to manage performance and escalations on the strategy.
EXPECTATIONS AND TASKS
The Global Alliances Account Director is primarily responsible for realization of the sales targets of the global team and for the delivery of a commercially worked out sales solution to the customer, in which from a customer point of view a long term relationship with the customer will be engaged.
Another important responsibility of the GAD is to motivate the virtual account team.
* Responsible for achieving (quarterly) sales targets.
* Structure, build, develop and coach a virtual international account team within the Field Operations (Sales, Consulting, Training, Marketing, Support) and Corporate (including IBU / Development, SAP Markets, etc.) that operates under an effectively communicated Global Account Plan that integrates all business units world-wide.
* Develop and agree team structure with customer and SAP internally applying the multi level sales model.
* Enhance relationship through the proper deployment of appropriate SAP resources throughout the customer engagement lifecycle to meet and exceed customer expectations.
* Encourage communication within the team and conduct Global Team meetings.
* Keep continuity within the virtual account team and ensure appropriate hand-over throughout the customer engagement life cycle.
* Establish in coordination with the team trusted advisor relationships with customer executives across functional/divisional/regional areas to provide the foundation for future business opportunities and ongoing accurate account information.
* Develop, lead and drive the global SAP network for the customer - “one face to the customer”.
* Build customer relationship to ensure 1 or 2 customer strategic development projects over 3 year timeframe to include customer best practices into SAP development.
* Integrate all customer-facing functions for the assigned account to achieve lasting, value-based customer relationships that can be measured in terms of customer satisfaction (includes planning and facilitating executive and board contacts).
* Provide world-wide account leadership to the SAP virtual account.
* Secure customer charter: customer commitment to SAP (win/win, mutual strategic relationship).
* Take on leadership role in customer meetings, developing and driving account strategy through SAP’s world-wide virtual account team.
* Manage complete account planning process including development, review, sign-off by PCN management (SAP and customer) and execution.
* Develop and execute together with the virtual account team and your customer the Global Account Plan to establishes objectives, goals, opportunities and strategies and assign actions, resources and timeframes.
* Ensure that the goals and strategies of the global account plan are properly synchronized with those of the business units and IBU’s so that appropriate financial decisions (e.g. development investments) can be backed up.
* Ensure that the relevant account plan content is communicated within SAP and the relevant customer organization.
* Ensure proper execution of the world-wide account plan through an ongoing awareness of business development opportunities, analysis of market share position and focus on industry.
WORK EXPERIENCE
* Broad knowledge of the market area in which the account operates.
* Business Management.
* Networked within SAP (3 -5 year involvement).
* Proven track record as a Change Agent.
* Experienced actor on “Boardroom level”.
تفاصيل الوظيفة
| 2014-05-01 | تاريخ الإعلان عنها: |
| الخبر, المملكة العربية السعودية | منطقة الوظيفة: |
| غيرذلك | الدور الوظيفي: |
| مبيعات | قطاع الشركة: |
المرشح المفضل
| متوسط الخبرة | المستوى المهني: |
تقدم الآن - وظائف في السعودية - وظائف في جدة, المملكة العربية السعودية - وظائف في الرياض, المملكة العربية السعودية - وظائف غيرذلك في السعودية - بحث عن جميع الوظائف
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