Managing Partner - Services Australia

at  SAP

WE HELP THE WORLD RUN BETTER

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.
What you’ll do: As a Managing Partner (MP), you will act as the primary executive leader responsible for building deep, value-driven strategic relationships with SAP’s most important customers. You will develop an in-depth understanding of customer business needs and leverage a strong network within the SAP and partner ecosystem. By executing the Strategic Customer Program (SCP) Methodology, you will deliver unique value and a differentiated experience to drive your customer’s success.

You will:

• Drive deep, trusted relationships with your customers’ C-level executives and senior stakeholders, ensuring alignment between their business priorities and SAP’s solutions.
• Define and co-create a strategic roadmap with the customer, focusing on achieving sustainable business outcomes and transformation.
• Lead the execution of the SAP Strategic Customer Program (SCP) in your account(s) by orchestrating a cross-functional Extended Account Team, ensuring a unified, one-team approach to delivering exceptional customer experiences across all touchpoints.
• Develop a high-performing team culture based on collaboration, innovation, and continuous improvement within customer engagements, identifying new opportunities to create value and drive growth.
• Set up and facilitate multi-level governance frameworks that ensure alignment between SAP, its partners, and customer leadership to deliver business impact and value outcomes.
• Support the expansion of SAP’s footprint by leveraging all relevant SAP solutions and services, and relying on strong partnerships with system integrators, technology partners/hyperscalers, and strategy consulting firms to help customers succeed.
• Drive sales execution by focusing on net bookings and cloud revenue growth, ensuring that sales targets are met or exceeded through strategic planning, business development and effective account management.
• Conduct Quarterly Business Reviews (QBRs) with key executives to assess Key Performance Indicators (KPIs), customer and SAP expectations, value realization, and future opportunities.

What you bring:

• Strong background in account leadership, Public services industry knowledge, and business acumen, with the ability to translate customer challenges and goals into actionable strategic roadmaps.
• Proficiency in building robust executive relationships, earning trust, and establishing governance structures.
• Thought leadership and deep expertise in value-based selling practices and strategic decision-making.
• Solid general knowledge of SAP solutions, strong communication skills, and proficiency in conducting Quarterly Business Reviews (QBRs).
• Proven track record of delivering tangible business results and consistent overachievement of set targets for net booking or cloud revenue growth through strategic planning, relationship management, and skillful sales execution.
• Experience working with customers across Federal and State agencies, bringing insights and best practices to help customers innovate and grow.

Meet your team:
You will work alongside a diverse and experienced extended account team with expertise in various domains—including sales, value advisory, enterprise architecture, consulting, and customer success—to drive business results and deliver exceptional customer experience and value. Your account team will consist of several dedicated team members as well as a large pool of shared resources. Furthermore, you will be supported by the Regional and Global Strategic Customer Program (SCP) teams who will provide enablement, go-to-market advice and expertise specific to SCP execution. These teams will support you and help you accelerate customer success and organizational growth. Additionally, you will interact with and leverage resources from a significant pool of SAP’s partner ecosystem.
Skills you’ll use: Professional Skills Business Acumen Demonstrates deep knowledge of the client’s operations, business models, and end-to-end business processes, enabling the formulation of tailored solutions Strategic Thinking Business Strategy Mapping – translate strategy into a map with initiatives that we can support achieving customer goals across various customer business imperatives Accountability Demonstrates consistent reliability and expertise, instilling confidence in the ability to deliver on commitments and exceed expectations. Influencing Skills Successfully integrates within the customer’s leadership team, earning a seat at the table through strategic contributions. Establishing Trust Adept at developing trust and confidence among major stakeholders within the customer’s organization, ensuring a strong foundation for collaboration. Tech Industry Skills SAP Portfolio End-to-End Value Messaging Exhibits a high level of expertise in SAP’s solutions and portfolio, adept at developing value-based roadmaps and selling strategies that drive adoption, consumption, and expansion, all while maintaining a keen focus on long-term business outcomes Industry Knowledge Commands comprehensive knowledge of the Public services industry, their buying patterns and market landscape relevant to the customer, including key players and emerging trends Partner Relationship Management Ability to engage strategy consulting firms and system integration partners to accelerate execution of business priorities Technology Innovation Recognizes the pivotal role of technology in shaping the customer’s industry, understanding how it influences and disrupts traditional norms SAP General Skills Key Performance Indicators (KPIs) Excels at interpreting consumption data and translating it into actionable insights, driving informed decision-making. Process Improvement Leverage Quarterly Business Reviews (QBRs) as a vital tool for gaining insights into customer needs and operational efficiency. Use these insights to drive better business outcomes, identify areas for improvement, and ensure that key performance indicators (KPIs) are met during each review cycle. Broad knowledge of SAP Solutions Oversee the alignment of SAP solutions with customer business objectives, ensuring a focus on long-term success. Value-Based Selling Guide teams in crafting value propositions that demonstrate the business impact of SAP’s offerings.

Please refer the Job description for details