Senior Account Director for Samsung-South Korea

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.

PURPOSE AND OBJECTIVES

The Account Director has overall accountability and is the overall Account Owner serving as a trusted advisor by building strategic business relationships with senior customer executives. This role ensures that SAP provides a simplified, seamless customer experience across the enterprise while executing a long-term strategy to achieve the value the customer is targeting. This role drives commercials, expansions, and partner relationships while guiding the customers towards innovation.

The Account Director builds strong, long-term strategic customer relationships and ensures customer’s business objectives are met. They are also in charge of driving customer innovation and growth.

EXPECTATIONS AND TASKS

Account Management

• Serves as the end-to-end account owner.
• Owns senior client relationships, and understands business needs & context.
• Strong customer success focus with empathy for customers and ability to earn trusted advisor status.
• Sales skills to engage with customers during select and identify cross-sell/up-sell opportunities.
• Drives sales & consumption efforts leveraging relevant SAP resources.
• P&L responsibilities.
• Deep knowledge of how companies operate/ business modes, strategies, and end-to-end business processes.
• Demonstrated success in dealing with difficult customer situations and discussing complex and often sensitive issues with customer executives.
• Leads (virtual) account team and coordinates all roles across the customer.

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

Functional Experience

• Experience driving customer value realization based on agreed business outcomes including driving renewals, expansions, and upsells.
• Expert governance and stakeholder management skills.
• 8+ years of experience in Sales or Consulting with complex business software/IT solutions.
• Bachelor's degree or equivalent highly preferred (MBA preferred).
• Experience with long-term planning of resources, technology, and account structure.
• Knowledge of financial, competitive, and regulatory environment (as applicable).
• Strong knowledge of the complete SAP offering (including Service and Support).
• Experience working in and around cloud and on-premise software solutions, a deep understanding of the characteristics, challenges, and benefits of each.
• Knowledge of SAAS, PAAS, and IAAS processes including provisioning, onboarding, and customer support.
• Experience with complex global transformation programs in a consulting or advisory capacity across the SAP product portfolio and partner network.
• Proven ability to manage highly complex organizations and apply risk-mitigation strategies to customer situations.
• Leading the customer to desired business outcomes, value management, and ROl experience.
• Experience driving renewals, expansions, and up-sells of subscription or perpetual license-based solutions.

SAP Specific Knowledge

• Ability to Interpret consumption data and drive insights to action.
• Ability to structure and motivate core account team to support customers in a cost-efficient manner.
• Ability to orchestrate resources such as junior sales quota carriers as needed.
• Broad understanding of SAP solution portfolio and the business processes they enable with deep expertise in one or more LoBs.
• Detailed understanding of navigating SAP's support processes and Organization(s).
• Established relationships with SAP MU leadership, account teams, and Industry teams.
• Alignment with product/solution management teams /organization is a plus.

Soft Skills

• Excellent executive presence.
• Expert relationship-building skills, relationship-minded.
• Ability to partner with other SAP leads.
• Focused on both consumption and sales to maximize customer success.
• Strategic thinker, with a high degree of creativity and innovation.
• Results-driven.
• Excellent verbal and non-verbal communication skills.
• Strong program/project management.
• Expert governance and stakeholder management skills.
• Strong commercial/deal support skills, especially subscription-based.
• Ability to manage through crises.

​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.

EOE AA M/F/Vet/Disability:

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.
Successful candidates might be required to undergo a background verification with an external vendor.

Requisition ID: 422053 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.