Services Partner- Fsi Banking

**What we offer**

**Global Job - Summary**

The **Services Partner** serves as a trusted advisor for a dedicated customers managing a sustainable and long-term engagement holistically across all lines of service. Has overall empowered accountability for the success of all SAP products / services at customer across cloud and on premise.

**Key Areas of Responsibility and Tasks**
- SAP's Strategic Customer Program (SCP) includes our largest accounts globally. Through a collaborative engagement model and top executive attention, SCP accounts engage in a balanced, sustainable partnership for future growth, delivering innovation while lowering time to value.
- These accounts are at the leading edge of adoption and co-innovation, embarking on a digital transformation journey. In order to drive this journey, SAP Services requires a trusted advisor and partner, that has the following objectives:

- BE ACCOUNTABLE FOR COMMERCIAL TARGETS - meet own P&L and services bookings and revenue targets within the account; grow services revenue, drive solution adoption, consumption and create opportunities in license sales, including custom development projects, 3rd party and cloud solutions
- DEMONSTRATE LEADERSHIP - provide thought leadership, build successful engagement teams, and ensure success of our clients by aligning strategy with IT; follows Customer First methodology and makes the customer think strategically
- End-to-End Delivery - lead engagements End-to-End through all delivery phases - project, support, optimization, developing a holistic understanding of the customer's environment, current state and goals, industry challenges, and key business drivers
- This position has a high level of responsibility and exposure within SAP, the industry, and our market leading customer. Thus, a senior professional with an entrepreneurial mindset and business acumen is needed for this challenging role.
- Be accountable for commercial targets:

- Is accountable to meet own account-related P&L, supports overall customer revenue consumption (from all lines of services) and margin (bid and incoming margin)
- Identifies customer problems and pain points that can be addressed through Premium Engagement (PE) offerings including value assurance packages
- Is accountable for the quality of services delivery plans across all lines of services as well as Premium Engagement renewals and/or project change requests
- Drives customer loyalty and satisfaction
- Provides transparency of customer status towards Services market unit management
- Demonstrate Leadership:

- Serves as trusted Services partner for a dedicated customer, managing a sustainable and long-term engagement starting with customers not necessary in the 'important SCP account' segment in a 1:1 relationship
- Provides governance and visibility across entire relationship with customer
- Strongly supports the development of the customer along the defined value based innovation roadmap together with the Business Transformation Lead and corresponding Solution Architects:

- Is accountable to identify cross and upsell opportunities within existing customer engagements along the innovation strategy of the customer
- Supports the adoption of the value-based innovation roadmap as well as of SAP solutions
- Coordinates all SAP deliveries in service & support of an identified roadmap which is aligned with the customer
- Starts a strong collaboration with the customer (ideally on C-level) as well as plays orchestration role across all other SAP roles involved in the account, like with SAP Global Account Directors, Project Managers, Licensing team, Account executives, Regional Leads, Architects, and Services Account Management to drive the customer adoption strategy
- Acts as escalation point for all issues with regards to the Service & Support engagements
- Collaborates with Sales teams in identifying, developing and reviewing proposals for expanding SAP's footprint (license, subscription and services) and to preserve maintenance revenue streams
- Ensures an early involvement in the customer sales cycle to ensure a proper attach and the positioning of PE and further strategic Services topics
- Strongly collaborates with the embedded Service & Support team and jointly defines the strategic objectives for the engagement
- Is accountable for contractual obligations for Services, Subscription and Maintenance
- Ensures End-to-End Delivery:

- Is responsible for the End-to-End delivery across SAP portfolio of services & support
- Ensures engagement and project delivery in time & quality, that the revenue gets consumed, software utilized, and the profitability is managed
- Acts a single customer contact point for all Lines of Service delivery (incl. delivery for cloud solutions), including subscription and maintenance support
- Principally acts as owner of the customer relationships for Services Line of Business
**Main Tasks**:

- Manages the account P&L
- Ensures End-to-End account governance