Head of Premium Engagements Apj

**Requisition ID**:281706
**Work Area**:Consulting and Professional Services
**Expected Travel**:0 - 30%
**Career Status**:Executive
**Employment Type**:Regular Full Time

**COMPANY DESCRIPTION**

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.

The position of Head of Premium Engagements (PE) APJ, provides leadership, drives the execution of growth plans and ensures delivery excellence across APJ for Premium Engagement Services (PE). The PE Head works closely with the Market Unit Leadership and PE teams and the Global PE organization, with the reporting line to Head of Sales & GTM: Cloud Success Services (CSS) - APJ.

This role will have dual responsibility (in alignment with Market Unit responsibility) for Demand Generation, Business Development, Bookings, Revenue, Margin and Customer Satisfaction metrics for the PE business in APJ. This role will also be responsible for the Delivery Excellence and Pre-Sales of all Premium Engagements across APJ and will drive syndication of best practice programs, tools, methods and processes to accelerate profitable performance and market penetration of PE Services.

The role also includes Management of a professional business development/pre-sales support team for CSS Sales for references, solution support and positioning of Premium Engagements to new customers. Included in Sales related responsibilities is the overall leadership & vision within the CSS Sales and Go-To-Market initiatives relating to Premium Engagement services. It also provides the direction and momentum for APJ PE sales & Go-To-Market strategy - working closely with CSS stakeholders; regionally and globally, to ensure a seamless, coordinated and well-orchestrated approach to PE sales execution across APJ

Another important focus is making sure the Sales and TQM enablement plans and programs are planned and support the future direction SAP Premium Engagements are moving towards. A programmatic management approach will be required to cover the portfolio and ensure at risk engagements are managed.

**Responsibilities**:

- Drives Premium Engagement excellence across APJ covering:

- Governance, supporting PE Leads & TQMs to establish appropriate governance structure in the customer engagement
- Pre-Sales Renewals of Premium Engagements, driving a high retention rate
- Engagement Run Rate, identify low run rate engagement and support onsite team to develop service plans to consume days and support team in positioning service plans
- Knowledge management for Premium Engagements across region by utilizing collaboration tools and community structures to capture references and case studies
- Roll-in and out of delivery processes, methodologies and policies with regards to Premium Engagements,
- Supporting TQM development and enablement to enhance capability of TQM’s to support ability to deliver on the new Premium Engagement portfolio.
- Drive the APJ CSS PE financial & strategic goals
- Organize & lead relevant level of governance aligned with out Premium Engagement methodologies including but not limited to areas such as stakeholder management, engagement value management, service planning, strategic goal development, customer satisfaction reporting etc
- Ensure new deals and revenue programs can be commercialized and are executable in APJ. Focus on driving profitable revenue results, executing on revenue generating deals and programs and developing and fostering related commercialization capabilities.
- Business growth through driving pre-sales support with high caliber SME’s to support CSS Sales teams
- Enable, support and drive the generation of customer References
- Provides analytical information required to drive a growth in Premium Engagement revenue across APJ
- Measure key KPI for health of Premium Engagement portfolio
- Drives the delivery content of the CSS Integrated Business Plan with respect to Premium Engagements and is responsible for ensuring the Business Plan outcomes are being measured and met
- Participates with APJ management teams in regular business management and planning activities.
- Coordinate with the global PE team on other operational topics such as communications, budget, resource planning and tools, 3rd party partnership negotiations and defining contractual obligations.

**Skills & Competencies**
- Strong understanding of Premium Engagements fundamentals
- Experience with presenting Premium Engagement concepts to senior customer stakeholders
- Experience with managing internal stakeholders and managing through virtual teams
- Minimum of 10 years’ experience working in the IT industry at a