Organization: SAP
Location: Walldorf (near Mannheim/Heidelberg), Ratingen (near Düsseldorf), or Eschborn (near Frankfurt), Germany
Employment Type: Regular Full Time
Career Level: Professional
Work Area: Sales
Expected Travel: 0 – 60%
Requisition ID: 446293
About SAP
SAP is a global leader in enterprise application software, helping more than 400,000 customers worldwide operate more efficiently and make informed business decisions. Originally recognized for its leadership in enterprise resource planning software, SAP has evolved into a comprehensive provider of business applications and technology solutions across cloud, analytics, intelligent technologies, and experience management.
With more than 100,000 employees globally and a strong commitment to innovation, SAP fosters a collaborative culture that prioritizes inclusion, personal growth, and well-being. Through its purpose-driven approach, SAP continues to help industries, organizations, and communities solve complex challenges and shape a more sustainable future.
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The Role at a Glance
The Managing Partner (f/m/d) Utilities serves as the primary strategic leader for one of SAP’s most significant Utilities customers. In this capacity, the role holder builds trusted executive relationships, drives transformation initiatives, and ensures long-term business value through SAP’s Strategic Customer Program methodology.
By aligning customer priorities with SAP’s solutions and partner ecosystem, the Managing Partner delivers a differentiated customer experience while accelerating sustainable growth and measurable outcomes.
Core Areas of Responsibility
Executive Relationship Leadership
The Managing Partner cultivates deep, trusted relationships with C-level executives and senior stakeholders. By maintaining strong alignment between customer strategy and SAP capabilities, the role ensures that transformation objectives are translated into actionable and achievable roadmaps.
Strategic Account Ownership
Acting as both account leader and thought partner, the Managing Partner takes full ownership of the customer relationship. This includes orchestrating SAP experts and ecosystem partners to deliver measurable business outcomes and long-term value realization.
Strategic Customer Program Execution
Through the structured execution of the Strategic Customer Program, the role leads a cross-functional Extended Account Team. By fostering a unified one-team approach, the Managing Partner ensures a consistent and exceptional customer experience across all engagement points.
Governance and Value Realization
The role establishes and facilitates multi-level governance frameworks to ensure strong alignment among SAP, partners, and customer leadership. Quarterly Business Reviews are conducted with key executives to evaluate performance indicators, value realization, expectations, and future growth opportunities.
Growth and Commercial Excellence
The Managing Partner drives sustainable sales success by focusing on cloud revenue growth, adoption, and net bookings. Through strategic planning, disciplined account management, and value-based selling, sales targets are consistently met or exceeded.
Ecosystem Collaboration
In addition to internal coordination, the role leverages SAP’s partner ecosystem, including system integrators, technology partners, hyperscalers, and consulting firms. This collaborative approach expands SAP’s footprint while ensuring comprehensive support for the customer’s transformation journey.
Required Candidate
Professional Experience and Expertise
The ideal candidate brings extensive professional experience in leading sales cycles and transformation programs within large enterprise accounts, particularly in the utilities sector. A strong background in account leadership, industry insight, and business strategy is essential.
The role requires proven expertise in value-based selling, executive relationship management, and governance design. The successful candidate demonstrates a consistent record of exceeding revenue or net booking targets through strategic planning and disciplined execution.
Knowledge and Skills
- Solid understanding of SAP solutions, particularly within the utilities industry
- Strong communication and presentation skills, including experience conducting Quarterly Business Reviews
- Ability to translate complex business challenges into strategic and practical roadmaps
- Confidence in influencing senior stakeholders and navigating complex organizational structures
Education and Languages
A Bachelor’s degree or equivalent qualification is required, while an MBA is considered advantageous. Fluency in both German and English is mandatory.
Team and Collaboration
The Managing Partner works alongside a diverse and experienced Extended Account Team composed of experts in sales, value advisory, enterprise architecture, consulting, and customer success.
The account team includes dedicated members and shared resources, supported by Regional and Global Strategic Customer Program teams that provide enablement and execution guidance. Furthermore, the role engages closely with SAP’s extensive partner ecosystem to accelerate customer success and organizational growth.
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Culture, Inclusion, and Growth
SAP promotes a culture built on inclusion, flexibility, and well-being. Employees are encouraged to bring their authentic selves to work while benefiting from continuous learning opportunities and professional development support.
The organization is committed to equal employment opportunity and provides accessibility accommodations for applicants with physical or mental disabilities. SAP believes that diverse perspectives strengthen innovation and help create a better world.
Responsible Use of AI in Recruitment
SAP maintains clear guidelines for the ethical and responsible use of artificial intelligence within its recruitment processes. Candidates are expected to adhere to these standards, and violations may result in disqualification.
Application Process
Interested candidates are invited to apply through SAP’s official careers page. Applications should be submitted online, referencing Requisition ID 446293.
Applicants who require accommodation or assistance during the application process may contact the Recruiting Operations Team at Careers@sap.com.
SAP employees should note that only permanent roles are eligible for the SAP Employee Referral Program, subject to the company’s referral policy and specific eligibility conditions.