Overview
In this role you own strategic SAP account management within Splunk’s strategic accounts. You will protect and grow the SAP footprint, drive high-value renewals, and develop multi-year expansion opportunities across Splunk’s Security, Observability, and platform portfolio. You’ll coordinate a global, cross-functional team and align SAP priorities with Splunk-Cisco capabilities to deliver measurable business value. This is a senior, executive-facing role with significant influence across functions and geographies. You will shape multi-year strategy and governance for a major global customer.
Verantwortungsbereiche
- Own end-to-end commercial responsibility for SAP, including strategy, pipeline, renewals, and expansion
- Manage executive relationships with SAP senior stakeholders (CISO, CIO, CTO, etc.)
- Protect and grow the Splunk footprint across Security, Observability and platform
- Orchestrate global account activities across Splunk and Cisco without direct authority
- Lead the virtual account team (Sales Engineers, CS, PS, partners)
- Develop joint account strategy with Cisco, leveraging combined portfolio and relationships
- Execute structured, multi-year engagement plans with clear milestones
- Link Splunk capabilities to SAP priorities (cyber resilience, secure cloud operations, AI-enabled operations)
- Position AI-powered offerings and use AI tools to accelerate account research and strategy
- Lead complex contract negotiations and renewals with value-based outcomes
- Identify transformational use cases and multi-year initiatives
- Collaborate with Customer Success, PS, Support and product teams to drive adoption
- Advocate SAP priorities internally to PM, Eng, Legal and leadership
- Monitor SAP strategy and competitive landscape to inform actions
- Maintain accurate plans, pipeline data and forecasts for leadership visibility
Zentrale Anforderungen
- 10+ years in enterprise software sales with a track record in large, complex strategic accounts
- Proven success closing multi-million-dollar enterprise software/cloud/security transactions
- Experience managing a major global account or portfolio of strategic customers
- Existing relationships within SAP and ability to build executive relationships across functions
- Deep understanding of how global tech companies buy and adopt enterprise solutions
- Experience protecting and expanding a significant installed base with renewals and multi-year growth
- Trusted relationships at CxO/senior executive level
- Strong understanding of SAP’s business model, cloud transformation and tech ecosystem (desirable)
- Ability to connect security and observability to business outcomes
- Ability to orchestrate international, cross-functional account teams without direct authority
- Experience managing complex sales with structured account plans and governance
- Strong AI fluency for positioning AI-enabled value and using AI tools for research and execution
- Mastery of MEDDPICC or equivalent qualification methodology
- Boardroom-ready executive presence and ability to communicate complex topics clearly
- Strong negotiation, stakeholder-management and conflict-resolution skills
- Accurate forecasting and delivery across long, complex sales cycles
- Deep understanding of IT environments including cloud, cybersecurity, observability and data platforms
- Experience in SaaS, cybersecurity, observability or enterprise infrastructure (preferred)
- Experience with strategic partners and global system integrators; collaboration with Cisco a plus
- Salesforce proficiency
- Bachelor’s degree or equivalent; advanced degree a plus
- Fluent in German and English; willingness to travel domestically and internationally
- executive presence
- strong relationship management
- strategic thinking
- Salesforce
- MEDDPICC
- AI tools for account research and strategy
Strategic Account Manager - SAP (m/f/d) in Eschborn Arbeitgeber: CISCO Systems
Cisco ist ein hervorragender Arbeitgeber, der seinen Mitarbeitern die Möglichkeit bietet, in einem dynamischen und innovativen Umfeld zu arbeiten. Mit einem starken Fokus auf Teamarbeit und persönlichem Wachstum fördert Cisco eine Kultur der Zusammenarbeit und des Austauschs, während die Mitarbeiter Zugang zu erstklassigen Schulungen und Entwicklungsmöglichkeiten haben. Die Position des Account Executive im Bereich Architektur bietet nicht nur die Chance, an vorderster Front der digitalen Transformation zu stehen, sondern auch Teil eines globalen Netzwerks von Experten zu sein, das bedeutende Auswirkungen auf die Branche hat.
