Strategic Customer Alliance (SCA) Hyperscaler Director

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.  Strategic Customer Alliances (SCA) Team Description The SCA team drives visibility across Board areas to achieve balanced outcomes and instill process for more strategic collaboration across 360 relationships. SCA focuses on multi-lateral relationships with SAP’s biggest and most strategic business partners across the company to help align all elements of the relationship (Sell-to, Buy-from, Partner-with/GTM). Role Focus The role will lead SCA responsibilities for the primary Hyperscaler accounts. This person will help to define the strategy as well as drive the execution of this strategy. The role will support regional sales leadership and collaborate closely with relevant internal stakeholders such as the Managing Partners (SCP), Global Procurement Organization (GPO), the Partner Ecosystem organization (PES) and the Board offices as necessary. This person will align business priorities across multiple geographies and organizations to ensure a successful execution of strategic business opportunities. A key to success in this role is the ability to build bridges between all involved parties and departments and to ensure the company is executing these opportunities in a compliant way while strengthening our strategic Hyperscaler relationships.  Key Responsibilities & Tasks Account Management, Account Team and Customer Engagement: Define, formulate, set, communicate, and manage a successful 360 strategy to maximize value for SAP and the engaged business partner Engage with each of the hyperscalers across the multiple threads of the relationship and drive a collective strategy for each partner Display knowledge of SAP portfolio offerings to properly mitigate objections and leverage creative thinking to craft a valuable business opportunity Provide an understanding of commercial terms and structures which are consistent with SAP’s goals and requirements Display effective negotiation skills, including the ability to develop, evolve, adapt an overall advanced negotiation strategy Engage with account team/sales management to create and drive strategy  Assist account owner/SAP executive management in managing key stakeholder relationships with customers or partners. Internal Relationship Management and Collaboration: Act as a trusted advisor to sales leadership and as a liaison between SAP functional areas and Board offices connected to a strategic deal. Provide mentorship and guidance to account team members that are still developing their skill set. Develop a close working relationship with key internal stakeholders in Customer Success and other Board areas Identify opportunities and prioritization of SCA involvement Team Operations and Executive Communication: Support in preparing for monthly executive Board calls Deliver, execute, and project manage along the respective support requirements Manage special projects and activities as assigned Experience & Educational Requirements 10+ years of professional experience in sales (or other customer-facing functions) of complex business software / IT solutions. Experience in working with the Hyperscalers either on the partnership or sales side. Deep understanding of the Hyperscaler business and business models along with SAPs complex relationship with each.  Considerable experience with large, multi-national software / IT organizations. Experience in a team selling environment. Experience driving SAP sales cycles and complex negotiations across multiple stakeholders. Experience working with business partners with multi-faceted relationships is an advantage. Strong executive presence to lead on executive SAP and customer level. Deep project management skills. Demonstrated success with complex deals and lengthy sales cycles. Familiarity with SAP product portfolio. Experience with complex go-to-market agreements and approaches. Deep knowledge of Cloud in the B2B environment. Strong written communication skills; ability to communicate complex ideas simply – both verbal and in writing Fluency in English. Bachelor’s degree (or equivalent) required, MBA or equivalent degree from accredited university preferred. ​Bring out your bestSAP 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 inclusionSAP’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/DisabilityQualified 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.Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 247,700 - 508,600 USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.Requisition ID: 410352 | Work Area:Sales  | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid​