Client Partner, Financial Services

As one of the world’s leading providers of business software, SAP delivers products and services that help accelerate business innovation. Today, customers in more than 120 countries and 25 industries run SAP applications – from distinct solutions addressing the needs of small businesses and midsize companies to suite offerings for global organizations. (*) SAP defines business software as comprising enterprise resource planning and related applications

PURPOSE AND OBJECTIVES
The Client Partner (CP) works closely with the SAP License organization, SAP Delivery organization, customers and partners to ensure the overall success of the sale and implementation of SAP services solutions and business processes, and is expected to be a significant contributor to the overall success of the customer relationship. The CP bears responsibility for team deployment and execution consistent with the Virtual Account Team Mapping, and is expected to play a significant role in the execution of the Customer relationship.

EXPECTATIONS AND TASKS
Develop an account strategy in a sophisticated and complex business environment, negotiate services contracts and effectively close business.

Position/present SAP’s Services products/solutions, implementation framework and methodologies to prospective customers and organize/lead appropriate resources to the account to achieve services sale/upgrade/additional revenue at appropriate profit margin.

Manage key Services issues on key accounts --- escalation strategy, upgrade strategy, resource strategy, Partner managament and general information. Coordinates with SAP internal resources to manage each to resolution.

Evaluate customers and territory for revenue opportunities. Manage accounts receivable revenue receipts for accounts.

Forecast 3X pipeline for future accounts; change forecasts for bookings in current accounts in CRM other appropriate systems

WORK EXPERIENCE
This is a pursuit leadership role and requires a professional with and MBA plus 2-3 years of ERP/CRM or related consulting experience OR 5-6 years of consulting experience with a strong track record of relationship management and account development, mapping to the Manager level in Big Four.

EDUCATION AND QUALIFICATIONS/SKILLS AND COMPETENCIES
Depending on overall qualifications, a BA/BS or comparable is required, MBA strongly preferred.

Must be a driven professional and have strong capabilities potential in:
Account Planning
Pursuit Leadership
Problem Solving and Negotiating
Trusted Advisor
Effective Communication
Relationship Management
Ability to travel 50%+ of time, depending on assigned accounts.

Additional Information:


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