PURPOSE AND OBJECTIVES
The Global Account Director (GAD) will work together with local counterparts in MENA to provide the global leadership and overall management for assigned Global Alliance Account (GAA) and Global Account Team. In this capacity, the GAD will identify and qualify opportunities within their Global Alliance that drive revenue in all lines of business that include software sales, consulting, training and maintenance. Fundamentally, the GAD should run the GAA as a business unit within the guidelines, parameters and authority granted by SAP. The unique aspect of this assignment is that the GAD will work “2 in a box” together with senior MENA colleagues providing coaching, mentoring & international GA experience to the team to complement deep local experience in the MENA market. It is also a once in a lifetime learning opportunity in one of the most dynamic and exciting growth markets in the world today.
EXPECTATIONS AND TASKS
* Mentor and coach local key Account Executives and GADs
* Manage account planning and strategy process: development, review, management approval (SAP and customer) establishing goals, objectives, and strategies and assigning tactics, resources and timeframes.
* Identify, pursue, and close sales opportunities through the successful execution of Global Sales Excellence processes, maintaining an ongoing focus on Profit/Contribution and all four R’s: Licenses, Consulting, Training and Maintenance.
* Integrate all customer-facing functions for the assigned Global Alliance Account to achieve lasting, value-based customer relationships that can be measured in terms of customer satisfaction
* Evaluate new SAP solution offerings (Products, Resources and Expertise) on an ongoing basis and recommend as appropriate to supplement the customer’s initial R/3 solution and create additional levels of value.
* Position SAP to win sales opportunities by developing, communicating and driving effective selling strategies that are based on valid, customer specific value propositions
WORK EXPERIENCE
* Previous success in handling large transactions and projects over lengthy discovery, evaluation and implementation periods in a fast-paced and competitive market and managing P&L over multiple revenue streams
* 7 to 10 years software sales experience
* Global transformation projects/programs
* Experience integrating Partners, Consulting, Global Support and Development on behalf of a Global customer. Extensive network and understanding of each area and how to drive collaboration.
تفاصيل الوظيفة
| 2013-02-01 | تاريخ الإعلان عنها: |
| الدوحة, قطر | منطقة الوظيفة: |
| غيرذلك | الدور الوظيفي: |
| مبيعات | قطاع الشركة: |
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