SAP SE
Customer Success Partner, Acceleration (BTP)
SAP SE, Newtown Square, Pennsylvania, United States,
Customer Success Partner, Acceleration (BTP)
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. 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.PURPOSE AND OBJECTIVESThe primary focus of this position is to help our clients successfully onboard, adopt and consume SAP Business Technology Platform. In addition to helping customers get started, there will also be a business development component focused on use case discovery, guidance, and value articulation. The primary customer focus will be supporting customers that are part of new commercial offerings such as BTP Enterprise Agreement, and BTP products such as SAP Build Work Zone, Integration Suite, Datasphere, and SAP AI Core. This will position you at the forefront of SAP BTP commercial innovation, driving customer success for these new offerings and supporting the scalability of our group’s reach.The Acceleration BTP CSP Team is a regionally distributed team. In addition to relying on their immediate peers, this team will achieve success through collaboration with regional CSPs focused on other customer segments, and building relationships with other groups to drive customer success. These will include colleagues in support, services, education and our broad partner network.EXPECTATIONS AND TASKSEngage customers with high potential and/or where LoB CSPs have identified projects and use cases to integrate or extend the landing SAP Applications.Onboard and orient customers to SAP Business Technology Platform focusing on how to get started. Address challenges and questions to break through barriers inhibiting adoption.Qualify new customers throughout their Journey, documenting customer stakeholder and project information.Understand customers’ technology landscape, SAP and non-SAP. Highlight appropriate use cases that have seen successful adoption with other customers in similar situations – technology landscape, industry, geographies, etc.Leverage pre-defined “Acceleration Packs” and use cases including 1:n virtual workshops and webinars, best practices, thought leadership, etc. as engagement methods.Document and maintain interactions, Customer Risk and Health score in system of record.Utilize proper escalation channels to help customers during times of need.Build an internal network of colleagues and customer-facing personnel to support your assigned accounts such as Account Executives, Product Management, Support, Deals Desk, Implementation Services, Partners, etc.Support the development and documentation of new Acceleration Packs that can be leveraged by the customer engagement organization and provide feedback on new commercial offerings.Engage clients early to understand the big picture, proactively position value and assist with escalations or critical situations management.Identify upsell and contract conversion potential: Give sales information about potential opportunities aligned to solving your customer’s business challenges.Targets / KPIsGrowth of BTP Platform consumption among assigned customers. As well as upsells, qualification, and transition to other CSP groups for ongoing relationship management.Identification of high potential accounts to pass up to high touch BTP CSPs.Develop and maintain Acceleration Packs: use cases that can be used as assets for the customer engagement team and to support the success of emerging BTP Products.EXPERIENCE / ROLE REQUIREMENTSYou have technical Cloud Architecture experience and can guide customers from technical hands-on level to architecture and strategy as a full-stack expert.You have experience with cloud solutions, preferably SAP Cloud Platform. You can understand, explain, and draft Cloud Architectures.You have experience articulating the value of and positioning use cases and solutions to customers.You have excellent communication (oral and written), presentation, program management, and organizational skills. You have at least 1 year of experience working in the IT Industry. Your background could be Software Engineering, Development Management, Project/Product Management, Pre-sales, Customer Engagement, Customer Success, Preferred Care, Consulting, etc.*Flexible on work location in United States**Prefer candidate locations within 40 miles of an SAP officeBring 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.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.
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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. 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.PURPOSE AND OBJECTIVESThe primary focus of this position is to help our clients successfully onboard, adopt and consume SAP Business Technology Platform. In addition to helping customers get started, there will also be a business development component focused on use case discovery, guidance, and value articulation. The primary customer focus will be supporting customers that are part of new commercial offerings such as BTP Enterprise Agreement, and BTP products such as SAP Build Work Zone, Integration Suite, Datasphere, and SAP AI Core. This will position you at the forefront of SAP BTP commercial innovation, driving customer success for these new offerings and supporting the scalability of our group’s reach.The Acceleration BTP CSP Team is a regionally distributed team. In addition to relying on their immediate peers, this team will achieve success through collaboration with regional CSPs focused on other customer segments, and building relationships with other groups to drive customer success. These will include colleagues in support, services, education and our broad partner network.EXPECTATIONS AND TASKSEngage customers with high potential and/or where LoB CSPs have identified projects and use cases to integrate or extend the landing SAP Applications.Onboard and orient customers to SAP Business Technology Platform focusing on how to get started. Address challenges and questions to break through barriers inhibiting adoption.Qualify new customers throughout their Journey, documenting customer stakeholder and project information.Understand customers’ technology landscape, SAP and non-SAP. Highlight appropriate use cases that have seen successful adoption with other customers in similar situations – technology landscape, industry, geographies, etc.Leverage pre-defined “Acceleration Packs” and use cases including 1:n virtual workshops and webinars, best practices, thought leadership, etc. as engagement methods.Document and maintain interactions, Customer Risk and Health score in system of record.Utilize proper escalation channels to help customers during times of need.Build an internal network of colleagues and customer-facing personnel to support your assigned accounts such as Account Executives, Product Management, Support, Deals Desk, Implementation Services, Partners, etc.Support the development and documentation of new Acceleration Packs that can be leveraged by the customer engagement organization and provide feedback on new commercial offerings.Engage clients early to understand the big picture, proactively position value and assist with escalations or critical situations management.Identify upsell and contract conversion potential: Give sales information about potential opportunities aligned to solving your customer’s business challenges.Targets / KPIsGrowth of BTP Platform consumption among assigned customers. As well as upsells, qualification, and transition to other CSP groups for ongoing relationship management.Identification of high potential accounts to pass up to high touch BTP CSPs.Develop and maintain Acceleration Packs: use cases that can be used as assets for the customer engagement team and to support the success of emerging BTP Products.EXPERIENCE / ROLE REQUIREMENTSYou have technical Cloud Architecture experience and can guide customers from technical hands-on level to architecture and strategy as a full-stack expert.You have experience with cloud solutions, preferably SAP Cloud Platform. You can understand, explain, and draft Cloud Architectures.You have experience articulating the value of and positioning use cases and solutions to customers.You have excellent communication (oral and written), presentation, program management, and organizational skills. You have at least 1 year of experience working in the IT Industry. Your background could be Software Engineering, Development Management, Project/Product Management, Pre-sales, Customer Engagement, Customer Success, Preferred Care, Consulting, etc.*Flexible on work location in United States**Prefer candidate locations within 40 miles of an SAP officeBring 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.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.
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