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PURPOSE AND OBJECTIVES
The Client Partner (CP) works closely with the SAP License organization, SAP Delivery
organization, customers and partners to ensure the overall success of the sale and
implementation of SAP services solutions and business processes, and is expected to be a significant contributor to the overall success of the customer relationship. The CP bears responsibility for team deployment and execution consistent with the Virtual Account Team Mapping, and is expected to play a significant role in the execution of the Customer relationship.
EXPECTATIONS AND TASKS
Develop an account strategy in a sophisticated and complex business environment, negotiate services contracts and effectively close business. Position/present SAP’s Services products/solutions, implementation framework and methodologies to prospective customers and organize/lead appropriate resources to the
account to achieve services sale/upgrade/additional revenue at appropriate profit margin. Manage key Services issues on key accounts — escalation strategy, upgrade strategy, resource strategy, Partner management and general information. Coordinates with SAP internal resources to manage each to resolution. Evaluate customers and territory for revenue opportunities. Manage accounts receivable revenue receipts for accounts. Forecast 3X pipeline for future accounts; change forecasts for bookings in current accounts in CRM & other appropriate systems.
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