Global Account Executive Expert for Nestlé (fmd)

The Global Account Executive Expertpositionedas Global Account Director (GAD)within Nestlés account structureworks closely withtheManaging Partner (MP) to develop lead and implement the overall global account strategyas thecommercial sales this role the GAD is responsibleto leadandguidethe Nestlé Industry Account é is one of SAPsStrategic Customers (SCP at the verytop of the GTM pyramid).He/she is accountable for global revenue growthend-to-end customer satisfaction and the customer(s) referencabilitythroughout the customer lifecycle. The individual will lead and coordinate SAPs efforts across all lines of business (Sales Consulting/Services Active Global Support development IVE IBU Marketing and partner management) orchestrating all SAP parties around a single clear articulated 2-3-yearaccount strategy. To drive toward success the GAD ensures three critical elements are in place: acustomer-validated multi-year roadmap an associated account strategy and annual plan and effective deployment and execution against the customer-SAP-agreedgovernance model (including the assigned Executive Sponsor).Targets and priorities are set in coordination with theManaging Partner (MP) alignedwith theSCPCustomer Unit strategy.

He/she isultimately measuredby growth in overall revenues protecting theCloud footprint and increasing the NPS over time.

EXPECTATIONS AND TASKS

• Works in close collaboration with the MP in orchestrating leadingand executing the account strategy withprimaryfocus on Cloud Licenseand Services growth.

• Manages all license and contractual topics (leadingfor LicenseCloudandsupporting forServices) for a solid businessfoundation.

• Coordinates allcustomer-facingfunctions including executive sponsor engagement HQ strategy visits DT workshops etc. all to achieve tightermore profitable business plans thus increasing customer satisfaction and further solidifying the GADs position as a trusted advisor.

• Drives andidentifiesco-innovation opportunities thenfacilitatesthe transition from pipeline to delivery.

• Jointly with theMPhe/she developslong-termkey stakeholderrelationshipscreates and manages a strong joint SAP- Customer governancemodel andensures that theSAP-assignedexecutive sponsor is appropriately engaged.

• Leads Integrated Account Planning and ensures that SAP footprint is expanded with involvement of all relevantLoBsand strategic engagement with SI partners.

• Drives the collaboration and joint engagementswiththekeytechnology partnerssuch asMicrosoft Snowflake and ServiceNowas well as the main SIsAceenture IBM and Wipro.

• Proactivelyidentifiescustomer problems and proposes SAP solutionsbeyondthose alreadyidentified.

• Influences and leadsthe commercialteam as well asthevirtual team of resources from variousLoBs functionsand geographiesin close collaboration with the MP.

• Drives revenue growth across all SAPLoBsthroughout the customer lifecycle.

• Creates barriers to entry for competitors protecting SAPs customer base

• Drives adoption of andprotectspremium support services (MaxAttention).

• Provides leadership around Value management and Value realization enablingaconnectionofValue Engineering methodologies and business transformation practices to (Business) Consulting delivery.

WORK EXPERIENCE

• 5 yearsof business experience in Sales with complex business software / IT solutions/ IT services

• 3 years of Large Account Management experience / leading account teams

• Strong knowledge of the complete SAP offering (including Service and Support)

• Knowledge of financial competitiveandregulatory environment (as applicable)

• Experience withlong-termplanning of resources technologyand account structure.

• Exceptional communication skills.

• Business fluency (written & spoken) in English isa must.

• Good understanding of IFRS accounting issues Sarbanes-Oxley requirementsand local accounting skills.

• Experience withRISE andSAPERPpreferred.

• Proficient in Microsoft Office tools.

• French language skills are a benefit.

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES

• Minimum abachelorsdegree or equivalent