Strategic Customer Alliance (SCA) Hyperscaler Director

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Strategic Customer Alliances (SCA) Team Description 

 

The SCA team drives visibility across Board areas to achieve balanced outcomes and instill process for more strategic collaboration across 360 relationships. SCA focuses on multi-lateral relationships with SAP’s biggest and most strategic business partners across the company to help align all elements of the relationship (Sell-to, Buy-from, Partner-with/GTM). 

 

Role Focus 

 

The role will lead SCA responsibilities for the primary Hyperscaler accounts. This person will help to define the strategy as well as drive the execution of this strategy. The role will support regional sales leadership and collaborate closely with relevant internal stakeholders such as the Managing Partners (SCP), Global Procurement Organization (GPO), the Partner Ecosystem organization (PES) and the Board offices as necessary. This person will align business priorities across multiple geographies and organizations to ensure a successful execution of strategic business opportunities. A key to success in this role is the ability to build bridges between all involved parties and departments and to ensure the company is executing these opportunities in a compliant way while strengthening our strategic Hyperscaler relationships.  

 

Key Responsibilities & Tasks 

 

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 that are still developing their skill set. 

• 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 

• Manage special projects and activities as assigned 

 

 

Experience & Educational Requirements 

 

• 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.  

• Considerable experience with large, multi-national software / IT organizations. 

• Experience in a team selling environment. 

• Experience driving SAP sales cycles and complex negotiations across multiple stakeholders. 

• Experience working with business partners with multi-faceted relationships is an advantage.