Account Director Expert (f/m/d) for Travel, Telco, Transport, Logistics & Media Industries

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Job Description

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.

All SAP locations in Germany as for example Walldorf (close to Mannheim/Heidelberg), Hamburg, Berlin, Ratingen (close to Düsseldorf), Eschborn (close to Frankfurt), Gerlingen (close to Stuttgart), Hallbergmoos (close to München) are possible.

What you'll do

As an Account Director Expert (f/m/d) (AD) at SAP for Travel, Telco, Transport, Logistics & Media (TLM) industries, you will be responsible for building strong, long-term customer relationships, driving customer innovation, delivering value via SAP solutions, and ensuring that customer business objectives are met. The role includes the following key aspects:

Account & Customer Relationship Management:
- Serve as the end-to-end account owner and maintain senior client relationships
- Develop and execute strategic account plans to ensure sustainable growth and achieve/exceed revenue targets including private cloud, public cloud and AI goals.
- Act on a comprehensive understanding of each customer’s technology landscape, strategic goals, and competitive environment to deliver strong results

Leading a (Virtual) Account Team:
- Lead (virtual) account teams and coordinate all roles across the customer including remote and cross-functional teams to align with the customer’s strategic objectives.
- Ensure that account teams and partners are well-prepared and strategically positioned for all customer interactions.
- Maximize the value derived from SAP’s extensive sales support ecosystem.

Cloud Consumption and Demand Generation:
- Drive sales and consumption efforts, identifying cross-sell and up-sell opportunities by leveraging SAP’s internal resources such as, success management, services, marketing, sales development and partner channels
- Drive further demand and manage opportunities based on persuasive customer value and cost cases aligned with customer’s and SAP’s targets
- Utilize SAP’s comprehensive solution portfolio, including industry-specific and line-of-business (LoB) solutions, to effectively address customer needs

Sales Excellence:
- Interpret consumption data and drive insights to action
- Conduct white space analysis to identify and execute up-sell and cross-sell opportunities within existing accounts.
- Orchestrate and deploy appropriate teams to ensure successful sales outcomes, embodying the "OneSAP" approach.
- Utilize expert governance and stakeholder management skills
- Stay informed about SAP’s competition and position SAP solutions effectively against them.
- Maintain accurate customer and pipeline information within CRM systems.

What you bring

Several years of experience in sales of complex business software/IT solutions, complex SaaS environment considered a plus
Proven success and track record in business application software sales and leading team-selling environments.
Demonstrated ability to handle large transactions, diverse (virtual) account teams and complex sales cycles in a fast-paced, competitive market.
Strong negotiation skills and experience in driving consumption and renewals, expansions, and up-sells of subscription-based solutions.
Industry expertise within travel, telco, transport, logistics and media industries considered a plus
Full working proficiency in German and Business English, with proficiency in additional languages considered a plus.

Soft skills

Exceptional communication, both verbal and non-verbal based on emotional intelligence
Strategic thinking with a high degree of creativity and innovation.
Strong executive presence and results-driven mindset.
Ability to work lead / work across multiple (virtual) teams within a matrix organization.

Meet your team

Join a highly motivated and driven sales team focusing on both, high performance and fun
Align with sales experts from diverse backgrounds serving SAP’s most important customers in Germany withing the travel, telco, transport, logistics and media industries including big brands
Engage in collaborative work with SAP leadership, experts and industry teams to drive customer success.
Leverage your expertise while working in a dynamic and challenging environment at the forefront of SAP’s customer engagements.

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 and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide 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.