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Role Overview
The GCE&S Lead for SCP (SEU) is end-to-end accountable for Services provided to Strategic Customer Program (SCP) accounts globally. Reporting directly to the Global Services Sales leader, this role serves as a counterpart to the Head of the CS Strategic Engagements Unit. The primary responsibility includes adoption and unleashing full potential of SAP to SCP accounts by bringing together unparalleled applications, unmatched data and unrivalled AI, aligning with SAP's AI-first and Suite-first strategy. By driving adoption of SAP solutions GCE&S Lead for SCP (SEU) enables SCP accounts to successfully navigate their digital transformations.
Key Responsibilities
Cloud Adoption:
1. Customer Experience and Strategy: Enhance customer experience by driving the "AI first, Suite first" strategy to ensure Cloud and AI adoption in SCP accounts. Encompass focuses on consistency, simplicity, speed, and customer value realization.
2. Strategic Adoption: Develop and drive a strategic SCP adoption plan that fuels and enables digital transformation for SCP accounts. This involves creating an operational roadmap to be executed through regional structures.
3. Executive Sponsorship: Act as an executive sponsor for key, global, strategic customers and engagements.
Portfolio Design & Governance (PD&G):
4. Portfolio Alignment: Promote the adoption of SAP solutions by aligning and managing SCP accounts towards the north star portfolio, executing, and accelerating the transition.
5. Strategic Involvement: Support the 3-in-a-Box involvement for portfolio roadmaps to safeguard strategy and priorities for SCP accounts.
Services:
6. Performance Steering: Oversee and own the performance of services in SCP accounts.
7. Global Point of Contact: Act as the single contact point for Services relating to SCP accounts globally.
8. Cross-Functional Collaboration: Work across organizational structures to ensure successful end-to-end customer engagements.
Premium Engagement:
9. Strategic Growth Plan: Develop a strategic growth plan globally for Premium Engagement in SCP accounts, including an operational roadmap to be executed through regional structures.
10. Customer Experience: Elevate customer experience by ensuring Premium Engagement in every SCP account.
Key Competencies
11. Customer Focus: Prioritize customer success and outcomes.
12. Transformation: Understand business transformation, business process transformation, and organizational change.
13. Business Performance: Ability to achieve financial and non-financial business goals.
14. Leadership: Proven track record of managing global organizations and complex matrixed structures. Foster belonging, accountability, transparency, and trust.
15. Followership: Motivate across a cross-Board area matrix. Strong internal and external brand.
16. Evangelism: Create a vision and motivate employees, customers, and markets.
Required Experience
17. Extensive customer and SAP relationship experience, either from a customer perspective or from running a professional/cloud services sales organization with a large P&L.
18. Extensive experience in unlocking business value and transforming business models of mature, large enterprise corporations.
19. Interest in adopting new and innovative technologies and tools, particularly in areas like AI, Business Data Cloud, and SAP’s Business Suite.
20. Strong project and program executive steering skills for large global initiatives.
21. Experience leading within a matrixed, global organization across different functional areas and diverse cultures.
22. Exceptional interpersonal, communication, collaboration, and presentation skills at the senior management/C-level.
KPIs (not inclusive)
23. Consumed ACV
24. AI Adoption
25. Services Bookings, Revenue, Profit
26. Customer Satisfaction
Language
27. Fluency in English; German language proficiency an asset.
Education
28. Bachelor's Degree or equivalent accreditation required; Master's Degree or MBA preferred.
Bring out your best
SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.