Head of Hyperscalers, Strategic Customer Alliances

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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.

Head of Hyperscalers, Strategic Customer Alliances

The role will lead Strategic Customer Alliance (SCA) responsibilities for SAP's primary Hyperscaler partnerships, helping to define the overall strategy and drive execution across the business. The ideal candidate will have a strong understanding of the SAP portfolio and how it creates value for customers, while bringing an open-minded, innovative approach to identifying new opportunities with our Hyperscaler partners. This individual should be motivated to challenge conventional thinking and help shape market-moving partnership initiatives that accelerate customer adoption and strengthen SAP's strategic position. This individual will collaborate closely with key internal stakeholders, including Regional Sales Leadership, Strategic Customer Program (SCP) Managing Partners, the Global Procurement Organization (GPO), the Partner Ecosystem Success (PES) organization, and Board offices, as needed. Success in this role requires the ability to align business priorities across multiple organizations and geographies, orchestrating complex initiatives that deliver strategic outcomes while maintaining compliance with SAP policies and governance. The ideal candidate will build strong cross-functional relationships, create alignment among diverse stakeholders, and help strengthen SAP's strategic differentiation through its Hyperscaler partnerships.

What you'll do:

• Account Management, Account Team and Customer Engagement:
• Define, formulate, set, communicate, and manage a successful 360 strategy to maximize value for SAP and the engaged business partner
• Engage with each of the hyperscalers across the multiple threads of the relationship and drive a collective strategy for each partner
• Display knowledge of SAP portfolio offerings to properly mitigate objections and leverage creative thinking to craft a valuable business opportunity
• Provide an understanding of commercial terms and structures which are consistent with SAP’s goals and requirements
• Display effective negotiation skills, including the ability to develop, evolve, adapt an overall advanced negotiation strategy
• Engage with account team/sales management to create and drive strategy
• Assist account owner/SAP executive management in managing key stakeholder relationships with customers or partners.

Internal Relationship Management and Collaboration:

• Act as a trusted advisor to sales leadership and as a liaison between SAP functional areas and Board offices connected to a strategic deal.
• Provide mentorship and guidance to account team members, including developing enablement approaches that accelerate skill development.
• Develop a close working relationship with key internal stakeholders in Customer Success and other Board areas.
• Identify opportunities and prioritization of SCA involvement.

Team Operations and Executive Communication:

• Support in preparing for monthly executive Board calls
• Deliver, execute, and project manage along the respective support requirements.
• Identify and implement AI automation opportunities to improve team efficiency, scalability, and execution.
• Manage special projects and activities as assigned.

What you bring:

• 10+ years of professional experience in sales (or other customer-facing functions) of complex business software / IT solutions.
• Experience in working with the Hyperscalers either on the partnership or sales side.
• Deep understanding of the Hyperscaler business and business models along with SAPs complex relationship with each.
• Familiarity with AI and cloud platform strategies in the context of hyperscaler partnerships.
• Understanding of SAP's Business AI portfolio and its relevance to hyperscaler GTM motions.
• Considerable experience with large, multi-national software / IT organizations.
• Experience in a team selling environment.
• Experience driving SAP sales cycles and complex negotiations across multiple stakeholders.
• Experience working with business partners with multi-faceted relationships is an advantage.
• Strong executive presence to lead on executive SAP and customer level.
• Deep project management skills.
• Demonstrated success with complex deals and lengthy sales cycles.
• Familiarity with SAP product portfolio.
• Experience with complex go-to-market agreements and approaches.
• Deep knowledge of Cloud in the B2B environment.
• Strong written communication skills; ability to communicate complex ideas simply – both verbal and in writing
• Fluency in English.
• Bachelor’s degree (or equivalent) required, MBA, Master's or equivalent degree from accredited university 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.

We win with inclusion
SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better world.

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 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: Careers@sap.com.

For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.

Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted annual combined range for this position is 256400-529000USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.

AI Usage in the Recruitment Process

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Please note that any violation of these guidelines may result in disqualification from the hiring process.

Requisition ID: 456098 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid