Managing Partner - Queensland Public Sector

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.

Strategic Customer Program

SAP’s Strategic Customer Program (SCP) fosters long-term partnerships with our most valued customers. Our program is built on trust, collaboration, and innovation, enabling us to deliver exceptional value and drive customer success.

By deeply understanding our customer’s unique needs and challenges, we provide solutions, support models and thought leadership to help them achieve their business goals. Together, we reshape the future of enterprise software and drive the next wave of transformation.

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 Queensland Public Sector. You will develop an in-depth understanding of their 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 Queensland Public Sector’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 cloud revenue growth, net bookings and adoption/consumption, 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 realisation, and future opportunities.
• Orchestrate Customer References and Advisory Council Participation to influence peer decisions and SAP roadmaps
• AI-Enabled Efficacy by investing in AI literacy and fostering the use of AI to raise productivity, decision quality and engagement velocity

What you bring:

• Strong background in account leadership, public sector 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 cloud revenue growth, net bookings and adoption/consumption through strategic planning, relationship management, and skillful sales execution.
• Experience working with customers across the Public Sector industry, 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 organisational 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 organisation, ensuring a strong foundation for collaboration.

Tech Industry & 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.

Technology Innovation
Recognises the pivotal role of technology in shaping the customer's industry, understanding how it influences and disrupts traditional norms

SAP Cloud Suite Portfolio
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

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.

Role Specific Skills

Account Strategy
Develops and executes a comprehensive Strategic Account Plan that outlines a long-term vision and strategy in collaboration with the customer. Ensure that this plan is validated and approved by the customer, reflecting their objectives and priorities

Executive Conversations
Exemplifies professionalism and engagement at the executive level. Possesses advanced C-level communication skills, delivering precise, confident, and concise messages. Excels as a strategic conversationalist, crafting and presenting ideas that drive actionable outcomes.

Account Governance
Establishes clear governance structures at both IT and business levels, ensuring accountability and regular alignment, communication and governance cadence.

Relationship Building
Holds responsibility and accountability for the Board Sponsorship, establishing a high-level, strong partnership with clients

Account Team Leadership
Leading the extended account team, leveraging their diverse expertise. Effective coordination of all SAP account resources, ensuring alignment with customer objectives and strategies

Team Performance Management
Demonstrates the ability to structure and motivate the core account team to efficiently support customers, optimising costs while maintaining excellence in service delivery.

Complex Sales
Ability to position, shape and execute large, complex deals including building compelling value proposition, business case, sales qualification, handling customer objections and competitive positioning.

Industry Knowledge
Commands comprehensive knowledge of the public sector industry 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

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: 447017 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid