Head of Hyperscalers, Strategic Customer Alliances

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, great benefits, and a team that wants you to grow and succeed. 

 

 

 

Head of Hyperscalers, Strategic Customer Alliances

 

The role will lead Strategic Customer Alliance (SCA) responsibilities for SAP's primary Hyperscaler partnerships, helping to define the overall strategy and drive execution across the business. The ideal candidate will have a strong understanding of the SAP portfolio and how it creates value for customers, while bringing an open-minded, innovative approach to identifying new opportunities with our Hyperscaler partners. This individual should be motivated to challenge conventional thinking and help shape market-moving partnership initiatives that accelerate customer adoption and strengthen SAP's strategic position. This individual will collaborate closely with key internal stakeholders, including Regional Sales Leadership, Strategic Customer Program (SCP) Managing Partners, the Global Procurement Organization (GPO), the Partner Ecosystem Success (PES) organization, and Board offices, as needed. Success in this role requires the ability to align business priorities across multiple organizations and geographies, orchestrating complex initiatives that deliver strategic outcomes while maintaining compliance with SAP policies and governance. The ideal candidate will build strong cross-functional relationships, create alignment among diverse stakeholders, and help strengthen SAP's strategic differentiation through its Hyperscaler partnerships.

 

What you'll do: 

• Account Management, Account Team and Customer Engagement: 
• Define, formulate, set, communicate, and manage a successful 360 strategy to maximize value for SAP and the engaged business partner 
• Engage with each of the hyperscalers across the multiple threads of the relationship and drive a collective strategy for each partner 
• Display knowledge of SAP portfolio offerings to properly mitigate objections and leverage creative thinking to craft a valuable business opportunity 
• Provide an understanding of commercial terms and structures which are consistent with SAP’s goals and requirements 
• Display effective negotiation skills, including the ability to develop, evolve, adapt an overall advanced negotiation strategy 
• Engage with account team/sales management to create and drive strategy  
• Assist account owner/SAP executive management in managing key stakeholder relationships with customers or partners. 

 

Internal Relationship Management and Collaboration: 

• Act as a trusted advisor to sales leadership and as a liaison between SAP functional areas and Board offices connected to a strategic deal. 
• Provide mentorship and guidance to account team members, including developing enablement approaches that accelerate skill development.
• Develop a close working relationship with key internal stakeholders in Customer Success and other Board areas. 
• Identify opportunities and prioritization of SCA involvement. 

 

Team Operations and Executive Communication: 

• Support in preparing for monthly executive Board calls 
• Deliver, execute, and project manage along the respective support requirements.
• Identify and implement AI automation opportunities to improve team efficiency, scalability, and execution.
• Manage special projects and activities as assigned. 

 

What you bring:

• 10+ years of professional experience in sales (or other customer-facing functions) of complex business software / IT solutions. 
• Experience in working with the Hyperscalers either on the partnership or sales side. 
• Deep understanding of the Hyperscaler business and business models along with SAPs complex relationship with each.  
• Familiarity with AI and cloud platform strategies in the context of hyperscaler partnerships.
• Unde