Head of SCP (Strategic Customer Program) MEE (f/m/d)

SAP SE; Walldorf; Hybrid; EUR 120.000 - 160.000; Vollzeit

Zusammenfassung

A global software leader is seeking a Head of SCP (Strategic Customer Program) to lead their strategic customer organization in Germany. The ideal candidate will have a robust background in business software sales and cloud solutions, excellent leadership skills, and experience managing complex customer relationships. This role offers the opportunity to directly influence SAP's go-to-market strategies and drive growth in customer engagement. The position is full-time and may require some travel.

Leistungen

Continuous learning opportunities

Skill growth and development

Great benefits

Supportive team environment

Qualifikationen

• Several years of experience managing complex global customer relationships.
• Experience with go-to-market engagement model transformation.
• Strong business acumen in a Cloud context.

Aufgaben

• Lead the execution of SAP’s global strategic program.
• Develop customer engagement strategies and revenue attainment models.
• Partner with marketing for strategic customer plans.

Kenntnisse

Business software sales experience

Account leadership

Influencing skills

Cloud services understanding

Executive relationship building

Fluent English

German (a plus)

Jobbeschreibung

Head of SCP (Strategic Customer Program) MEE (f/m/d)

We help the world run better
At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.

THE ROLE

The MEE Head of SCP (f/m/d) leads the SCP organization responsible for SAP’s strategic customer program, the top of the SAP GTM pyramid (185 global accounts that contribute 20% to SAP overall revenue). The MEE Head of SCP (f/m/d) is responsible for the strategy, GTM, and budget attainment of the matrixed organization leading the regional team of 19 global quota carriers (Managing Partner) across SAP MEE’s 3 market units and their account teams supporting the execution of the strategy in the respective market unit organisations.

The SCP team is responsible for delivering CLTV through development of long-term strategic customer engagements, growing SAP wallet share, and transforming the business of our lighthouse customers leveraging the breadth and depth of SAP’s software and services portfolio. The MEE SCP leader (f/m/d) will focus on the continued delivery of double‑digit Cloud Bookings growth and multi‑year total revenue growth in this segment. The MEE Head of SCP (f/m/d) will report directly to the Regional President MEE.

RESPONSIBILITIES

• Execution for SAP’s global strategic program (SCP) as measured by KPI’s including quarterly and annual budget attainment (SW and Services), pipeline health, and CCB.
• Develop strategic segment strategy focused on driving long term customer engagement, growth of total revenue under management, and end to end LACE operational embal block.
• Excellent leadership and communication skills; ability to influence at the highest levels of the company including Regional executives, Board areas, and all customer stakeholder organizations across the company.
• Set revenue attainment strategyța and go‑to‑market operating model for the strategic segment, in collaboration with CS&D, LOBs, Operations and Regions.
• Develop the SCP team in terms of Managing Partner skills, IAE and VAT coverage across the SCP accounts to ensure that customers continue to invest and expand their SAP footprint.
• Adopt methodology, enablement and tools for strategic pipeline development (i.e. Big Rocks), Strategic Client Engagement (SCE), and implementation of multi‑level account governance across the entire spectrum of SAP investments and transformation opportunities to ensure CLTV.
• Partner with CS&D organization on GTM alignment of roles and KPI’s so support the adoption of SAP Cloud solutions
• Partner with Marketing on global SCP plan including strategic segment events and ABM (increasing emphasis on digital modalities to support Washer global account strategy across subsidiaries and affiliates, both demand gen and adoption and consumption support).
• Orchestrate all relevant Customer Success roles and practices to deliver a world class operating model to support the end to end Land‑Adopt‑Consume‑Expand journey.
• Partner with the Partner & Ecosystem team to govern and deliver on programs to leverage customer influence and accelerate development of strategic pipeline.
• Executive sponsorship of selected SCP customers.

EXPERIENCE & ROLE REQUIREMENTS

• Strong background in companies selling business software and cloud required
• Strong background in account leadership, industry knowledge, and Creation business acumen, with the ability to translate customer challenges and goals into actionable strategic roadmaps
• Ability to influence and drive results in a highly matrixed organization
• Several years of experience as people manager managing sales teams leading complex global customer relationships (including customers who are also partners, suppliers, joint GTM and co‑innovation at scale, and 12 month+ pursuits) as MMT or MMM
• Experience implementing go‑to‑market engagement model transformation at a global scale (Cloud GTM transformation experience preferred)
• Demonstrated ability to lead transformation at a global scale
• Profound business understanding of Sales, Customer Success, and Services in Cloud context
• Proficiency in building robust executive relationships, earning trust, and establishing governance structures. Executive Sponsorship of complex global customers
• Fluent English is a must, additional German is a strong plus

SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and need an accommodation, please send an e‑mail to the Recruiting Operations Team: [e-mail].

Requisition ID: 444732 | Work Area: Sales | Expected Travel: 0 - 40% | Career Status: Executive | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid

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