Account Manager, SAP Practice

Posted 21 September 2021
SalaryHK$720000 - HK$900000 per annum
LocationHong Kong
Job type Permanent
DisciplineSales and Marketing Recruitment
Reference20233
Contact NameRaymond Mo

Job description

Our Client is a leading global provider of end-to-end software and cloud technology solutions, headquartered in Switzerland. With an IP and technology-driven services portfolio, it enables companies to holistically develop and implement their commercial, technology and digital transformation strategies. With around 8,300 employees and sales and service delivery capabilities in 90 countries, the company provides around 65,000 business customers with software and cloud solutions from over 7,500 publishers.

Role Summary

Responsible for leading and executing the Company's SAP sales and marketing strategy and to position the company to drive net new business. The role will work closely with the SAP Practice Lead, Services Lead and SAP Solution Specialists as well as the broader the company's Sales Teams.

The role will target strategic markets and clients across given geographic region through collaboration with the Company's lines of business within the geographic region. The role will also co-own SAP solution sales developed by the SAP Solution Specialist.

The role will be responsible for business development and defining marketing activities within his/her assigned region, supported by the SAP line of business and the extended the Company's organization.

The role functions as a partnership with all lines of business within the Company, the SAP regional business and primary account manager and is not limited to traditional "overlay role" restrictions. The role is expected to take a consistently proactive approach to developing solution sets associated with driving demand generation, marketing and deal crafting.

A critical aspect of this role is to leverage the broad account relationships within the various lines of business in order to extend our influence and enhance the commercial and strategic conversations. It is also critical to establish and enhance the SAP relationship across the given geographic region and to be seen as a valued and strategic partner. The role also serves as the liaison between the assigned sales team and customers and professional services delivery resources which include both in-house and partner delivered services.

The SAP Account Manager will assist in scoping professional services opportunities and assist in the creation and delivery of Statements of Work (SoW) to customers. The SAP Account Manager will be required to maintain an advanced level of knowledge across at least one specific capability set to serve as the subject matter expert.

In this role your focus will be selling the Company's SAP services, which includes but not limited to:

*SAP Business Advisory services
*AWS cloud modernization and managed services
*Azure cloud modernization and managed services
*SAP Managed Application services; and
*SAP Functional Consulting services

Roles and responsibilities

*Lead the SAP line of business to a client centred, outcome based sales approach
*Takes responsibility for delivery of SAP Service Sales budget for geographic region
*Responsible for developing strong relationships with Sales Leadership and Business Development Managers (BDMs) to create a high performance culture
*Develop a strong relationship with SAP, Microsoft, AWS and Splunk in given geographic region
*Drive and maintain high quality in sales through cross line of business collaboration
*Be accountable for creating and delivering strategic solutions
*Assessing potential recruits and provide final recommendations on key hires
*Contribute to developing relationships across SAP, AWS, Microsoft and other nominated partners of the Company to position competitively
*Prospect new direct clients and partners to develop new business, revenue and profit for the Company
*Working in collaboration with the Company's Specialists to generate new business
*Lead negotiations, coordinates complex decision-making process, and overcomes objections to capture new business opportunities
*Effectively communicates and presents the Company's Value Proposition and all associated SAP Service Offerings
*Develop strategies for top accounts which maximize cross-sell and up-sell business opportunities
*Manage the sales lifecycle, including territory planning, deal reviews, gaining approvals, sales pipeline management and forecasting, deal closure planning
*Assists with all marketing related events, seminars, mailings, and call campaigns
*Submits accurate and timely forecasts
*Properly log all client activities, opportunities and contacts in NAVision and designated sales and call reports
*Proactively invest in your personal training and development. This includes keeping up to date with software & IT industry trends, maintaining professional accreditations.
*Achieve average customer satisfaction score of 9 out of 10;
*Accountable for ensuring the Company meets all customer contractual obligations and manage the escalation process if required; and
*Accountable for ensuring customers deliver on the Company's contractual terms, including paying on time

Sales Knowledge, Skills and Abilities Required:

*Degree level preferred and/or demonstrated ability to quickly learn;
*5 - 7 years of experience in SAP Service Sales essential
*Hunter profile and proven solution selling experience with an emphasis on strong account management skills and ability to facilitate account reviews, including executive level quarterly business reviews;
*Collaborative sales style that aligns with the customer value and needs
*Has ability to build relationships and quickly develop trust with C-level executives
*Outgoing, confident and highly social
*Ambitious and highly motivated self-starter;
*Ability to collaborate and mobilize others;
*Deep consulting and problem solving skills to analyze and document customer business requirements and pain points;
*Ability to build broad networks within enterprise accounts across IT operations, project teams, architects, security, software managers, procurement and commercial teams;
*Strong organizational, multitasking and time management skills; and
*Ability to work in a fast-paced team sales environment with minimum supervision.


Technical Knowledge:

*Very good understanding of SAP technology, implementation and services delivery
*Experience of selling SAP on Cloud migrations and SAP Managed Services is very beneficial
*Expert sales knowledge of ECC and S/4 Hana and understanding of latest SAP and Hyperscaler Technology trends
*Knowledge of a specific industry (e.g. FinTech) or function (e.g. Plant Maintenance);
*Commercial knowledge of pricing SAP, AWS and Azure based on specific customer technical and /or functional requirements