Head of Btp

**We help the world run better**

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.

**All SAP locations in Germany as for example Walldorf (close to Mannheim/Heidelberg), Hamburg, Berlin, Ratingen (close to Düsseldorf), Eschborn (close to Frankfurt), Gerlingen (close to Stuttgart), Hallbergmoos (close to München) are possible.**

**SUMMARY**

SAP BTP and BDC & AI CSMs work with the most cutting-edge and innovative SAP clients and coach SAP’s most strategic customers. The Head of BTP / BDC & AI Customer Success Management (f/m/d), Germany is responsible for the business performance of their assigned territory and especially for supporting the success of their team by helping to identify consumption and expansion demand and guiding team members to achieve their goals.

**YOUR FUTURE ROLE**
- You ensure that your team is successful at proactively engaging with their customers to drive mutual success, based on the SAP BTP future-ready enterprise engagement (FRE) model.
- You are a leader, responsible for delivering business results through customer engagement over the lifecycle of SAP’s relationship with the customer.
- You are working both within the Market Unit, as well as more broadly across the regional Cloud organization (i.e. Sales, PreSales, Support, Services and others).
- You lead a team of BTP or BDC & AI CSMs by territory to implement, expand, and scale business operations to guarantee adoption and grow consumption.
- You embrace the big picture, build, and deliver innovative Consumption Demand Generation Initiatives that foster the adoption and expansion of the BTP / BDC Customer Base across your territory. This also includes customers not directly assigned to you / your team.
- You coordinate effective adoption of Goto Market assets within the territory (collaboration with MU Sales, Demand Generation and Marketing).
- You will enable other team members through knowledge sharing and drive team success at scale.

**YOUR PROFILE**
- Several years of experience working in account management-related activities. Your background could be in Customer Success, Sales, Solution Management, Customer Advisory, Pre-Sales, Consulting, etc.
- Several years of Solution Area BTP or BDC / AI expertise
- Profound expertise in either Public, Energy & Services or Consumer Products, Retail or related industries is required.
- Fluency in German and English mandatory.
- Demonstrated success in dealing with difficult customer situations and discussing complex and often sensitive issues with customer executives.
- Proven ability to drive BTP consumption, renewals, expansions, and upsells of BTP subscription or perpetual license-based solutions/services.
- Sales savvy and able to identify new expansion opportunities for BTP customers.
- Deep experience working with and around cloud software solutions and cloud delivery models, along with a deep understanding of cloud readiness, its characteristics, challenges, and benefits.
- Experience with complex, global transformation programs in a consulting or advisory capacity across a buying center portfolio and partner network.
- A broad understanding of the SAP solutions portfolio and profound experience in the BTP Portfolio, and the business processes it enables.
- Established relationships with SAP Market Unit leadership, account teams, and Industry teams.
- A deep understanding of Solution Area products, relationships with Solution Management organizations, and related partner ecosystems as appropriate.
- A detailed understanding of navigating SAP’s support processes, Organization(s), and tools (e.g., Gainsight (Totango), Harmony, CRM, One Customer Success Workplace).
- Excellent verbal and non-verbal communication skills.
- Strong program/project management and analytical skills and enjoy complex problem-solving.
- Strong commercial/deal support skills, particularly for BTP in the public Cloud.

**ABOUT THE TEAM**

We pride ourselves on a work environment that is inclusive and diverse. Every idea and perspective is valued. The SAP Business Technology Platform MEE Team is committed to sustaining each other to ensure success, both individually and as a team. We have a pay-it-forward mentality and are always willing to help our colleagues. Our culture is built upon sharing best practices, utilizing communication platforms to answer each other’s questions, and bringing an entrepreneurial spirit to the mission of driving SAP BTP consumption growth together. We provide opportunities to cont