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Bellevue WA Full Time Posted: Friday, 12 January 2018
 
 
Applicants must be eligible to work in the specified location

Requisition ID: 171432
Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time

COMPANY DESCRIPTION

As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the Back Office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device - SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.

The Global Account Director is responsible for the engagement, on-going success and strategic partnership of 3-5 Global 200 customers within the SAP Concur client base. This position will have responsibility to work with assigned Regional Sales Executives to achieve sales objectives, increase key feature adoption, decrease account “white space”, increase ongoing engagement, referenceability, and satisfaction. A key to success in this position is the development and maintenance of strong trusted advisor relationships with upper management, both within SAP Concur and with the clients. As well as the ability to lead customers to achieve their goals, and expand adoption and optimization of their SAP Concur program. The Global Account Director will report to the Sr. Director, Client Development.

This position can be located anywhere in the US.

Responsibilities:

  • Manage 3 - 5 Global 200 clients
  • Responsible for customer success and satisfaction with SAP Concur products and services
  • Responsible for establishing and maintaining senior level executive relationships, understand goals and strategies of client, and creating a plan to achieve those with the client
  • Identify and execute business strategies that contribute to the key objectives of the position, retention, incremental revenue growth, reference ability, satisfaction, increased utilization and feature/service adoption and optimization, contract renewal/compliance and opportunities for expansion
  • Achieve individual and team sales objectives. Assist assigned Regional Sales Executive to sell add on services and expansions
  • Collaborate with Regional Sales Executives on client and sales strategies to reduce “white space” within your customer
  • Develop, document and keep up to date strategy success plans that support both the business objectives of the client and SAP Concur
  • Achieve client satisfaction and retention objectives
  • Develop and conduct business reviews quarterly with customers, and achieve quarterly goals with customer as determined in the business reviews
  • Identify and prioritize client issues/concerns; coordinate with appropriate internal departments to provide response and/or solutions
  • Execute on internal projects involving client base
  • Document complete, consistent and quality activity/contact records in Salesforce.com for each client
  • Provide constant feedback to Global Business Unit Leadership on client strategy and health of the relationship
  • Lead or participate on cross-functional teams to discuss accounts and look for trends or commonalities. Ensure the best interests of both clients and SAP Concur are being fairly and objectively represented
  • Other duties/special projects as assigned
  • Be aware of, and comply with, all corporate policies

Position Requirements:
Education, Experience & Training required:

  • BA/BS degree required
  • 7+ years of experience in sales and service capacity with quota responsibility that includes a variable compensation package
  • Financial, expense management or travel industry experience and insight preferred
  • Project management experiences a plus
  • Consulting experiences a plus
  • Software industry experience preferred
  • Multiple language capabilities preferred

    Job Specific Specialized Knowledge & Skills:

  • Proven client development skills with Global 200 accounts - large complex and demanding accounts
  • Proven selling skills
  • Responsive and proactive communication
  • Issue resolution/conflict management
  • Proven success in identifying and qualifying opportunities within existing client base and accounts
  • Demonstrated ability to analyze complex situations, defines key objectives, and develops strategies, action plans and the ability to lead a cross functional team to the key objectives
  • Broad understanding of business, financial systems and organizational decision-making
  • Strong negotiation skills
  • Strong written and verbal communication skills
  • Strong background in negotiating contract business terms and understanding terms and conditions
  • Proven ability to engage and interact with internal teams to drive the process of resolving client issues
  • Excellent planning and project management capabilities
  • Ability to create and give presentations to small and large groups of people
  • Advanced Microsoft Office (particularly Excel) skills

    Critical Performance Competencies:

  • Business Acumen/Strategic Business Perspective - demonstrates business/marketplace knowledge (policies, practices, trends, etc.)
  • Ability to handle a very high volume of high priority items from top tier clients
  • Client Value Creation - demonstrates concern for meeting internal and external clients' needs in a manner that provides satisfaction and excellent results for the client
  • Influence - uses appropriate interpersonal styles and methods to influence internal and external clients, enhancing SAP Concur's financial success
  • Interpersonal - builds and maintains trusting relationships with associates and clients
  • Change Management - initiates, manages or participates in the change process and energizes it on an ongoing basis, taking steps to remove barriers and accelerate its pace
  • Energy/Drive - exhibits strong desire to achieve
  • Personal/Professional Effectiveness - demonstrates ability to be self-directed and self-motivated
  • Intelligence - acquires understanding and absorbs new information rapidly
  • Planning and Organizing - optimizes use of time and resources to achieve desired results
  • Accountability - holds self and others accountable for results
  • Is adaptable to a fast paced/changing business environment

SAP'S DIVERSITY COMMITMENT

To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team (Americas: (see below) or (see below), APJ: (see below), EMEA: C (see below) ). Requests for reasonable accommodation will be considered on a case-by-case basis.

EOE AA M/F/Vet/Disability:

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, gender, sexual orientation, gender identity, protected veteran status or disability.

Additional Locations:


Bellevue WA, United States of America
IT
SAP
SAP
JS171432-EN_US
1/12/2018 10:40:50 PM


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