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SAP Account Manager in Chicago, IL at NextGen

Date Posted: 2/17/2018

Job Snapshot

Job Description


SAP Account Manager

1. COMPANY OVERVIEW

CLIENT is a global consulting and IT services company headquartered in Miami, FL. The company has a presence in over 30 countries and more than 3500 employees. They are a subsidiary of CEMEX (NYSE: CX), one of the world's largest cement and building material producers. CLIENT was established in the year 2000, and grew organically and through acquisitions. With a strong presence and business portfolio in Mexico, Latin America, and Europe, CLIENT is aggressively pursuing growing its well-established US organization. CLIENT belongs to a selected group of Global SAP Services partners and to date is the first and only company of Latin American origin to achieve this status.

2. POSITION

The Account Manager is the sales and account lead assigned to one or more Strategic Customers and helps deepen and expand the SAP engagement with a defined strategic, market-leading, large, global customer.

3. JOB DESCRIPTION

The Account Manager (AM) is accountable for revenue growth, the end-to-end satisfaction, and referencebility of the customer(s) throughout the customer lifecycle. The individual will lead and coordinate SAP's efforts across all lines of business (Sales, Consulting/Services, Active Global Support, development) --- orchestrating all SAP parties around a single, clear articulated 2-3 year account strategy.

To drive toward success, the AM ensures three critical elements are in place: a customer validated multi-year roadmap, an associated account strategy and annual plan, as well as effectively deploying and executing against the customer-SAP agreed governance model (including the assigned Executive Sponsor).

4. KEY RESPONSIBILITIES

Manage 2-4 Accounts, depending on size and complexity

- Responsible for managing successful delivery of specific engagements and the expansion of work (farmer) at existing accounts.

- Develops the account strategy

- Carries a specific quota and/or utilization targets with responsibility for increasing customer relationships and sales within the account.

- Responsible for customer satisfaction on all assigned accounts.

- Responsible for delivering profitable engagements.
- Responsible for account administration:
- Account contractual documents
- Review weekly WIP reports for accuracy and completeness
- Weekly/monthly status reports
- Delivery Excellence reviews
- Customer satisfaction surveys
- Resource PEM
- Resource staffing
- Client invoicing and asset Utilization (DSO)



- Leverages CLIENT nearshore/offshore delivery organizations, alliances, and marketing organizations for sales pursuits and delivery resources.

- Reports to the Regional Managing Director
- Direct reports include:
- Offshore coordinators (dotted lined)
- Project Managers
- Onsite PM's

Operations/Financial Management

- Accountability for business center profitability through P&L management.
- Drives revenue for CLIENT by effectively and consistently maximizing all service revenue.
- Effectively manage the relationship process to retain every customer at the expected profit margin.

- Regularly participate in the business review processes, account for profit and loss and drive agreed actions to enhance business performance.

Client Relationship

- With a focus on meeting customer satisfaction and retention metrics, maintain and develop existing customer relationships.

- Ensures the team is delivering exceptional customer service and customer's needs are handled effectively and efficiently.

- Provide direction to delivery team to ensure there is a clear focus on delivering a high customer satisfaction rating.

- Constantly identify new client challenges/projects that are realistic opportunities for CLIENT can help in a win-win arrangement for CLIENT and the client.

- Turn every client into a reference client.

5. QUALIFICATIONS

- Senior Management Experience at one or more of the large consulting firms 10-15 years' experience in IT implementation Services
IT Delivery experience

- Successful track record in services sales

Well honed Consultative Selling Skills Completed client acquisition training

.

- Strong Industry experience in one or more of the following: Manufacturing
Retail

Financial Services Distribution

- Experience growing a services practice with focus in one or more of the following: SAP
Full ERP

Project Turn around ME/MII

Strategy and planning Integration



Business & IT Mgt Consulting

Shop Floor Execution services

Customer/employee engagement modeling. Supply Chain (Distribution Logistics)

Inventory Visibility and Order Mgmt.

6. KEY POSITION REQUIREMENTS

- Ability to work in a very dynamic, diverse, entrepreneurial and revenue driven environment.
- Experienced in self-generation of new business leads coupled with excellent account management skills.

- Self-motivated with an ability to prioritize and manage multiple deals/commercial negotiations simultaneously.

- Ability to articulate outsourcing concepts and delivery of professional business services from remote locations.
- Professional communication skills with a high success rate in building and maintaining business relationships.
- Proven ability to manage and motivate teams to consistently deliver high performance.

- Strong leadership, analytic and presentation skills (both written and oral) required (will have frequent interaction with executive management).
- Experienced in previous P&L responsibility is highly desirable.
- Prior successful experience with SAP America is a plus.
- Prior Offshore and/or Nearshore IT Services experience is preferred.
- Ability to travel as required, estimated to be 50% or more.
- Location
Chicago, Dallas, Charlotte

7. ACCOUNTABILITY AND PERFORMANCE MEASURES

- AMeets Profitability targets
- Achieves new account acquisition targets
- Generate new reference clients

8. COMPENSATION AND BENEFITS

- Base salary, plus annual bonus
- Full competitive benefits with 401K match, etc.
- No relocation package







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