Global Account Executive Expert for Nestlé (f/m/d)

Job Description

We help the world run better
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.

The Global Account Executive Expert, positioned as “Global Account Director (GAD) within Nestlé’s account structure”, works closely with the Managing Partner (MP) to develop, lead, and implement the overall global account strategy as the commercial sales lead. In this role the GAD is responsible to lead and guide the Nestlé Industry Account Executives. Nestlé is one of SAP’s Strategic Customers (SCP – at the very top of the GTM pyramid). He/she is accountable for global revenue growth, end-to-end customer satisfaction, and the customer(s) 'referencability throughout the customer lifecycle. The individual will lead and coordinate SAP’s efforts across all lines of business (Sales, Consulting/Services, Active Global Support, development, IVE, IBU, Marketing, and partner management) — orchestrating all SAP parties around a single, clear, articulated 2-3-year account strategy. To drive toward success, the GAD ensures three critical elements are in place: a customer-validated multi-year roadmap, an associated account strategy and annual plan, and effective deployment and execution against the customer-SAP-agreed governance model (including the assigned Executive Sponsor). Targets and priorities are set in coordination with the Managing Partner (MP), aligned with the SCP Customer Unit strategy.

He/she is ultimately measured by growth in overall revenues, protecting the Cloud footprint, and increasing the NPS over time.

EXPECTATIONS AND TASKS

• Works in close collaboration with the MP in orchestrating, leading, and executing the account strategy with primary focus on Cloud, License, and Services growth.

• Manages all license and contractual topics (leading for License, Cloud and supporting for Services) for a solid business foundation.

• Coordinates all customer-facing functions, including executive sponsor engagement, HQ strategy visits, DT workshops, etc., all to achieve tighter, more profitable business plans, thus increasing customer satisfaction and further solidifying the GAD’s position as a trusted advisor.

• Drives and identifies co-innovation opportunities, then facilitates the transition from pipeline to delivery.

• Jointly with the MP he/she develops long-term key stakeholder relationships, creates and manages a strong joint SAP - Customer governance model, and ensures that the SAP-assigned executive sponsor is appropriately engaged.

• Leads Integrated Account Planning and ensures that SAP footprint is expanded with involvement of all relevant LoB’s and strategic engagement with SI partners.

• Drives the collaboration and joint engagements with the key technology partners such as Microsoft, Snowflake and ServiceNow, as well as the main SI’s Aceenture, IBM and Wipro.

• Proactively identifies customer problems and proposes SAP solutions beyond those already identified.

• Influences and leads the commercial team as well as the virtual team of resources from various LoBs, functions, and geographies in close collaboration with the MP.

• Drives revenue growth across all SAP LoBs throughout the customer lifecycle.

• Creates barriers to entry for competitors, protecting SAP’s customer base

• Drives adoption of and protects premium support services (MaxAttention).

• Provides leadership around Value management and Value realization, enabling a connection of Value Engineering methodologies and business transformation practices to (Business) Consulting delivery.

WORK EXPERIENCE

• 5+ years of business experience in Sales with complex business software / IT solutions / IT services

• 3+ years of Large Account Management experience / leading account teams

• Strong knowledge of the complete SAP offering (including Service and Support)

• Knowledge of financial, competitive, and regulatory environment (as applicable)

• Experience with long-term planning of resources, technology, and account structure.

• Exceptional communication skills.

• Business fluency (written & spoken) in English is a must.

• Good understanding of IFRS accounting issues, Sarbanes-Oxley requirements, and local accounting skills.

• Experience with RISE and SAP ERP preferred.

• Proficient in Microsoft Office tools.

• French language skills are a benefit.

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES

• Minimum a bachelor’s degree or equivalent

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, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements.

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

AI Usage in the Recruitment Process

For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process.

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

Requisition ID: 442896 | Work Area: Sales | Expected Travel: 0 - 50% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid