Customer Success Partner Expert - North Sydney, Australia - SAP

SAP
SAP
Verified Company
North Sydney, Australia

1 month ago

Olivia Brown

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Olivia Brown

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Description

We help the world run better

SUMMARY & ROLE INFORMATION


The E-CSP will proactively and continuously engage with customers at the enterprise level to drive their RISE transformation, value realization, positive business outcomes, solution adoption and commercial growth (via renewals).

The role will act as a trusted partner, delivering the intelligent enterprise with customer executives and engaging with solution area leaders, together with the Adoption Success Center (ASC), sales team, market units, RISE eco-system, S-CSPs and V-CSPs for any contracted Cloud solutions to align the right SAP expert with each stage of the customer's transformation.


The E-CSP simplifies the customer engagement model by advocating for the customer and acting as the primary central post sales SAP contact via orchestrating resources across the product portfolio, Customer Success Services (CSS) and post-sales, including Partners.

The E-CSP drives business outcomes by engaging as a trusted partner advisor:

delivering the intelligent enterprise with customer executives and engaging with line of business leaders to align the right SAP expert with each stage of the customer's transformation.

The E-CSP is responsible for assuring the continuity of the customer's cloud subscription and maximizing their consumption.


Specific activities include

  • Acts as the central point of contact for CLTV success.
  • Validates accuracy of customer commitments and in partnership with ECS, safeguards provisioning access in the case of PCE
  • Simplifies and coordinates postsales customer success activities, making the customers' experience productive and focused.
  • Aligns with the regions and market units to ensure strong local customer support, supported by CSS Success Centers.
  • Introduces and Orchestrates Vision to Value (V2V) Methodology
  • Executes enterpriselevel Relationship Assessments.
  • Develops, maintains, and executes enterpriselevel Outcome Success Plans (OSP) inclusive of all Solution Areas.
  • Drives crosssolution area adoption, entitlements and consumption and documents business impact.
  • Proactively address improvement opportunities identified via NPS.
  • Remains knowledgeable on customer industry, strategy and market conditions.
  • Assists with escalations and management of critical situations.
  • Introduces and participates in/or orchestrates Adoption Framework(s).
  • Introduces and orchestrates Enterprise Support or Enterprise Support Cloud Edition (if contracted).
  • Introduces and orchestrates Preferred Success (if contracted).
  • Supports Account Planning, leads internal Governance across key stakeholders
  • Supports renewal execution across all Solution Areas

EXPERIENCE & ROLE REQUIREMENTS

  • Experience driving customer value realization based on agreed business outcomes including driving renewals (Cloud and/or Maintenance related), expansions and upsells of subscription or perpetual licensebased solutions)
  • 10+ years' experience (senior) or 6+years (expert) in the following areas Sales, Pre-Sales, Services or Solution/Product Management
  • Demonstrated success navigating difficult customer situations and discussing sensitive issues with executives
  • Broad understanding of SAP solution portfolio (in particular RISE) and the endtoend business processes they enable, including a rough understanding of architecture
  • Business outcome, value realization modelling, ROI experience
  • Expert governance and stakeholder management skills
  • Expert verbal/nonverbal communication, relationship building and executive presence skills
  • Knowledge of SAAS and IAAS processes (e.g. provisioning, onboarding, customer support)
  • Experience driving renewals, expansions and supporting upsells of subscription or perpetual licensebased solutions
  • Good understanding of cloud and onpremise solution/landscape is an advantage
  • Ability to orchestrate across onpremise, maintenance and cloud solutions is a plus

ABOUT THE TEAM
Our vision is to drive world-class customer experience and business outcomes.

We achieve this by passionately championing the success of our customers by inspiring and empowering people to lead, orchestrate, and deliver sustainable customer value.


Note:
This position is open at T3/ T4 levels and can be offered as E-SCP or S-CSP, depending on suitability.


We build breakthroughs together

We win with inclusion


SAP'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.


EOE AA M/F/Vet/Disability:

Qualified applicants will receive consideration for employmen
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