4 days old
2018-07-112018-08-10

Senior Account Executive Job

SAP
  • Job Code
    188670
  • Jobs Rated
    51st
Senior Account Executive Job

Senior Account Executive Job

Date: Jun 28, 2018

City: Chicago, IL, US

Company: SAP

Requisition ID: 188670
Work Area: Sales
Expected Travel: 0 - 40%
Career Status: Professional
Employment Type: Regular Full Time

 

COMPANY DESCRIPTION

SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.
SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.

ROLE DESCRIPTION:

The Account Executive’s primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers. The Account Executive brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate SAP products.

EXPECTATIONS AND TASKS:

Key Areas of Responsibility:

  • Project Management
  • Knowledge & Enablement Consulting
  • Customer Relationship Management
  • Knowledge & Enablement Business Systems Operations
  • Knowledge & Enablement Services Operations
  • Training Systems Consulting

Key Tasks:

Project Management

  • Project Scoping and Delivery
  • Ensure end to end service delivery to our customers through superior KM project management

à Projects with medium to high complexity;  senior management visibility

  • Manage all aspects of knowledge transfer projects (demand analysis, curriculum & content design, content development & technical production, delivery planning & scheduling, delivery & success measurement)

à In projects with medium to high complexity or for a specific work stream within a larger project

  • Ensure a seamless integration/handover to the customer/requestor
  • Translate business requirements into clearly identified demands and deliverables
  • Project Communication
  • Ensure superior communication to the customer and project team
  • Communicate expectations to team members and follow-up to ensure that expectations are met.
  • Rollout and communicate results
  • Drive change management and enablement
  • Project Methodology
  • Follow the defined project methodology and standard processes for establishing, managing and closing out knowledge transfer projects, including project proposals, project plans, status reports, and project summaries, escalation process
  • Project Reporting
  • Deliver agreed customer projects in scope, in time, in budget
  • Ensure continuous project tracking and reporting
  • Capacity Planning and Capacity transparency
  • Mentoring
  • Mentor other colleagues. Help, organize and motivate other colleagues. Organize special activities. Encourage training and further development of employees in the topic across different departments (global, including SAP support).

Knowledge & Enablement Consulting

  •  Knowledge & Enablement Project Consulting
  • Offer superior knowledge & enablement  consulting service for learning programs
  • Consult the most appropriate knowledge transfer solution based on newest methodologies and trends, drive blended learning approaches
  • Provide consultancy concerning knowledge transfer methodologies and technologies for other SAP functions (e.g. SAP Custom Development).
  • Consult on knowledge & enablement  project set-up and curricula design (Medium to high complexity)
  • Learning ServicesConsulting
  • Develop core competencies in the area of knowledge & enablement methods and processes, (e.g.  Needs Analysis,  Program blueprints, Enablement Design, Vendor analysis, Enablement inventory, …)

à Knowledge & Enablement methods and process competencies in all areas

  • Consult customers through Knowledge Services Portfolio; explain services and outline a valuable usage of services (Medium to high complexity)
  • Provide feedback on Knowledge Services Catalog and ensure ongoing improvement
  • Instructional Design consulting for internal customers and subject matter experts on good course structure, learning objectives, instructional interventions, interactions  and methods up to supporting the high level , micro-concept and story board of a course (Medium to high complexity)
  • Process Optimization & Innovation
  • Support the production and delivery of knowledge transfer products by understanding new market trends
  • Constantly reflect and evaluate existing knowledge transfer processes and provide recommendations for optimization (provide recommendations for optimization, drive bigger changes)
  • Contribute to the design of Knowledge Transfer solutions
  • Ensure proper use of methods, tools and procedures
  • Mentoring
  • Mentor other colleagues. Help, organize, and motivate other colleagues. Organize special activities and initiatives. Encourage training and further development of employees in the topic across different departments (global, including SAP support).

Customer Relationship Management

  • Understand our customers
  • Maintain ongoing relationships with each key customer by understanding your customer’s business challenges (Smaller customers)
  • Act as trusted advisor that understands their business needs and goals
  • Understand stakeholder's organizational structure and business model
  • Demand Planning
  • Consult the Knowledge Services Portfolio; outlines knowledge & enablement consulting services and project management as part of the overall Knowledge & Enablement Service Portfolio
  • Support demand planning; drives yearly planning with our key customers to plan  the service delivery; Strategic planning - (yearly education plans to support stakeholders strategic business goals)
  • Plan and manage a project portfolio per key customer; Support request clarification; Monitor customer pipeline
  • Communication
  • Continuously engages and communicates with key enablement  contacts from each LoBs
  • Drive ongoing communication on Knowledge services, news and changes
  • Act as dedicated  SPOC into the own organization (Capable and trustworthy point of contact in all enablement needs)
  • Ensure significant connections to stakeholders business and key contacts (attend team meetings)
  • Services Marketing and Promotion; Support the customer to navigate through our processes and service options
  • Expectation setting / Expectation alignment
  • Feedback, Process Optimization & Innovation
  • Spearhead continuous improvement in customer interactions and  our internal processes
  • Education consulting and service recommendations
  • Ensures regular feedback on our customer relationship
  • Drive ongoing relationship improvements
  • Services Management and Pricing
  • Explain our customers  our services pricing; Outline potential cost savings (based on volume business);

Opportunity to leverage similar production deliverables to cut costs or shorten production times (Increased efficiency thru leveraging synergies (production times/cost savings)

  • Service quoting and realize volume cost savings
  • Ensure consistent, predictable service and quality levels
  • Proactively manage customer expectations
  • Ensure consistent, predictable service and quality levels
  • Manage customer escalation
  • Reporting
  • Provide Quarterly/Annual account statement report to our key customers; analyze report and setup key actions
  • Conduct regular customer review meetings, get feedback, outline new services, engage on pilot projects for new knowledge services and enablement methods
  • Mentoring
  • Mentor other colleagues. Help, organize and motivate other colleagues. Organize special activities. Encourage training and further development of employees in the topic across different departments (global, including SAP support).

Knowledge & Enablement Business Systems Operations

  • Maintenance and Message solving
  • Analysis of customer and internal messages. Differentiate between emergency repairs, customizing errors, program errors, enhancement requests and consultancy.
  • Lead de-escalation of escalated messages.
  • De-escalate customer messages independently, lead de-escalation projects.
  • Define improvement of product quality and provide message solving. Lead development activities as part of infrastructure or enablement product maintenance (e.g. quality improvement projects and program corrections).
  • Cooperate closely with development as well as other support organizations for subsequent corrections. Willingness to provide on call duties.
  • Solution/Enablement Product/Service Ownership
  • Take on responsibility for the solution or enablement product (design, coding, documentation, etc.). Stabilize and improve the solution/enablement product (topic/sub-topic). Manage maintenance of knowledge base, best practices, and lessons learned. Handover planning and responsibility for enablement products as well as infrastructure components.
  • Design, code and document solution/enablement product
  • Drive optimization of existing methods, processes and tools to improve efficiency and effectiveness of the existing enablement product types and infrastructure components in accordance with SAP business goals and objectives
  • KT Expert Services
  • Take on role of KT or technical expert who passes on knowledge in workshops and training courses. Convey expertise and knowledge in this topic and help to improve communication flow with related areas. Participate in the development of guidelines across departments and implement these in the relevant topic. Participate in and drive activities related to the architecture of the topic and beyond. Participate in projects and take on architectural responsibility within projects. Derive best practices for future architecture or methodologies. Initiate expert forums
  • Mentoring
  • Mentor other colleagues. Help, organize and motivate other colleagues. Organize special activities. Encourage training and further development of employees in the topic across different departments (global, including SAP support).

Knowledge & Enablement Services Operations

  • Service Ownership
  • Cooperate closely with stakeholders and end-users to identify individual demand and create awareness of the entire service portfolio.
  • Ensure that the offered service is focusing/supporting on the organization/SAP strategy
  • Monitor Service KPIs and make adjustments to the service delivery model to ensure KPI achievement
  • Monitor service lifecycle
  • Maintain ongoing relationships with each key customer by understanding customers' priorities and business
  • Project Management
  • Manage all aspects of knowledge transfer and strategic/cross projects following project management standards and methodology

à Projects with medium to high complexity or for a specific work stream within a larger project

  • Ensure end to end service delivery to our customers through superior project management with seamless integration/handover to the customer/requestor

à Projects with medium to high complexity and size; work streams in larger projects;

Translate business requirements into clearly identified demands and deliverables

  • Service Operations
  • Execution of standardized and non-standardized service delivery and tasks in compliance with processing standards and guidelines
  • Deliver agreed customer projects/service deliverables in scope, in time, in budget
  • Communicate effectively with customers, team members, supervisors/team leaders, managers and service owners to provide/collect necessary information regarding the service delivery/execution
  • Tracking and Archiving of Service Deliverables/Order details for KPI measurement
  • Provide suggestions to achieve better quality and efficiency for ongoing service delivery
  • Support Management in work-load and capacity planning
  • Train associates on new processes and standards
  • Service Innovation
  • Drive optimization/standardization of existing methods, processes and tools to improve efficiency and effectiveness of the existing services with SAP business goals and objectives
  • Incubate new services from projects/ad-hoc activities to address new upcoming demand and/or support the organization/SAP strategy

Training Systems Consulting

  • Mentoring
  • Mentor other colleagues. Help, organize and motivate other colleagues. Organize special activities. Encourage training and further development of employees in the topic across different departments (global, including SAP support).
  • Design/Produce
    • Translate the landscape requirements from a Education Portfolio Management/ Ramp-Up business perspective to a technical level for IT to install components and usage types.
  • Draw landscape project plan and align with service provider and stakeholder.
  • Configure/setup Landscape initially to be ready at design/production start.
  • Support internal SAP authors during design and external partners during production phase.
  • Document all steps from start of design & production incl. troubleshooting and system setup guide.
  • Ensure max. reuse of system landscapes among all different  programs
  • Forecast and monitor required system budget and cloud utilization.
  • Run/Delivery
    • Ensure stable training system delivery. Collaborate with relevant groups like IT and support as well as within own organization.
    • Drive course and system life cycle management in alignment with Education portfolio management and other groups using TR SYS (e.g. internal learning organization)
    • Provide stable and cost efficient pricing structure for usage of Training Systems.
    • Monitor and optimize utilization of the infrastructure and processes (e.g. booking and billing via ILP)
    • Drive for good training systems performance and quality.
  • SME Expertise
    • Offer superior learning consulting service for design & production of content.
    • Assure the most appropriate design for knowledge transfer products based on newest functionality and features taking MMCP requirements and standards into account.
  • Provide consultancy concerning knowledge transfer product design for all topics in one curriculum area. Ensure consistency within one curriculum area as well in the material as well as concerning training system configuration and master data implementation.

WORK EXPERIENCE:

  • Experience in knowledge management, learning or educational background
  • Experience in working with third parties and possesses a network of potential suppliers Experience in (design of) learning and/or knowledge solutions
  • Experience in (design of) learning and/or knowledge solutions
  • Experience in other SAP unit preferre

PM Experience

  • Min. 3  years of experience managing large-scale enablement projects with geographically dispersed team members
  • Managing complex projects with more project members, senior management attention, budget responsibility
  • Language
  • English 3

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES:

  • Educational background in human resources, education,  psychology, knowledge management  or related subject  such as IT or economics preferred

    Minimum requirement: Bachelor Degree preferred

WHAT YOU GET FROM US
Success is what you make it. At SAP, we help you make it your own.
A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now.

SAP'S DIVERSITY COMMITMENT
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable 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. (Americas: or , APJ: , EMEA: ). Requests for reasonable accommodation will be considered on a case-by-case basis. Successful candidates might be required to undergo a background verification with an external vendor.

EOE AA M/F/Vet/Disability:
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, gender, sexual orientation, gender identity, protected veteran status or disability.

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