We help the world run better At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging - but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, outstanding benefits, and a team that wants you to grow and succeed.

Key Areas of Responsibility

The Senior Account Executive (IAE) is a senior account/territory leader assigned to one or more Key Customers within FSI sector in Victoria. The IAE, drives the total strategic customer engagement with the customer and is accountable for net bookings, driving innovation adoption, leading global SW, Cloud and renewals growth, the end-to-end satisfaction, and referencability of the customer(s) throughout the customer lifecycle. The individual will lead and coordinate SAP's efforts across all lines of business and board areas - orchestrating all SAP parties around a single, clear articulated 3+ year joint innovation roadmap and account strategy. The IAE will lead consultatively by shaping the client's digital transformation roadmap and leading SAP's execution of that roadmap with the customer. He/she is ultimately measured by growth in overall revenues.

The Account Executive Expert

- Orchestrates and leads the execution of the account strategy, incorporating Software, Cloud, Renewals, Services, Support/Maintenance, Partners and Channels (including OEM).
- Ensures the alignment of SAP's Virtual Account Team to deliver on Business Outcomes
- Digital Transformation:



Creation and Execution of Digital Transformation 3+ Year Road Mapping
- Business Development through SAP relevance, executive messaging, and shaping clients' digital strategy
- Completes long-term business strategy planning and creates the SAP-enabling innovation agenda with the customer
- Uses his/her deep understanding of a customer’s business not simply to serve them, but to teach them; to push their thinking and provide them with new and different ways to think about their business and how to compete
- Develops long-term C-level relationships, creates and manages a strong joint SAP-customer governance model, and ensures that the SAP-assigned executive sponsor is appropriately engaged
- Leads Integrated Account Planning and ensures that the SAP footprint is expanded with involvement of all relevant LOBs and strategic engagement with SI partners
- Proactively identifies customer problems and proposes SAP solutions in addition to those already identified
- Influences and leads a virtual team of resources from various LoBs, functions and geographies.
- Drives revenue growth across all SAP LOBs throughout the customer lifecycle
- Creates barriers to entry for competitors, protecting SAP's customer base
- Drives adoption of and protecting premium support services (MaxAttention)
- Provides leadership around Value management and Value realisation,



enabling connection of Value Engineering methodologies and business transformation practices to (Business) Consulting delivery
- Bi-directional Collaboration with the customer; Institution of Strategic Customer Engagement Model. Driving Bi-directional Strategic Road Maps

Experience

- 5+ years of business experience in Sales or Consulting with complex business software / IT solutions
- Deep knowledge of FSI industry and existing relationships & network in the industry and customers
- 5+ years of Large Account Management experience / leading account teams. Strong knowledge of the complete SAP offering (including Service and Support)
- Experience with long-term planning of resources, technology and account structure
- Exceptional communication skills
- Strategic thinker, high degree of creativity and innovation
- Business level English: Fluent
- Local language: Fluent, Business Level

Please note: We will prioritise applications currently residing in Melbourne, Australia. The role is based in Melbourne.

Bring out your best

SAP 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 developme

📌 Senior Enterprise Account Executive FSI (Melbourne)
🏢 SAP
📍 Melbourne