Strategic Account Manager - SAP (m/f/d)

Stellenbeschreibung:

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