Head of Hyperscalers, Strategic Customer Alliances

SAP•Edgmont Township, PA

2d•$256,400 - $529,000•Hybrid

About The Position

The role will lead Strategic Customer Alliance (SCA) responsibilities for SAP's primary Hyperscaler partnerships, helping to define the overall strategy and drive execution across the business. The ideal candidate will have a strong understanding of the SAP portfolio and how it creates value for customers, while bringing an open-minded, innovative approach to identifying new opportunities with our Hyperscaler partners. This individual should be motivated to challenge conventional thinking and help shape market-moving partnership initiatives that accelerate customer adoption and strengthen SAP's strategic position. This individual will collaborate closely with key internal stakeholders, including Regional Sales Leadership, Strategic Customer Program (SCP) Managing Partners, the Global Procurement Organization (GPO), the Partner Ecosystem Success (PES) organization, and Board offices, as needed. Success in this role requires the ability to align business priorities across multiple organizations and geographies, orchestrating complex initiatives that deliver strategic outcomes while maintaining compliance with SAP policies and governance. The ideal candidate will build strong cross-functional relationships, create alignment among diverse stakeholders, and help strengthen SAP's strategic differentiation through its Hyperscaler partnerships.

Requirements

10+ years of professional experience in sales (or other customer-facing functions) of complex business software / IT solutions.
Experience in working with the Hyperscalers either on the partnership or sales side.
Deep understanding of the Hyperscaler business and business models along with SAPs complex relationship with each.
Familiarity with AI and cloud platform strategies in the context of hyperscaler partnerships.
Understanding of SAP's Business AI portfolio and its relevance to hyperscaler GTM motions.
Considerable experience with large, multi-national software / IT organizations.
Experience in a team selling environment.
Experience driving SAP sales cycles and complex negotiations across multiple stakeholders.
Strong executive presence to lead on executive SAP and customer level.
Deep project management skills.
Demonstrated success with complex deals and lengthy sales cycles.
Familiarity with SAP product portfolio.
Experience with complex go-to-market agreements and approaches.
Deep knowledge of Cloud in the B2B environment.
Strong written communication skills; ability to communicate complex ideas simply – both verbal and in writing
Fluency in English.
Bachelor’s degree (or equivalent) required

Nice To Haves

MBA, Master's or equivalent degree from accredited university preferred.
Experience working with business partners with multi-faceted relationships is an advantage.

Responsibilities

Define, formulate, set, communicate, and manage a successful 360 strategy to maximize value for SAP and the engaged business partner
Engage with each of the hyperscalers across the multiple threads of the relationship and drive a collective strategy for each partner
Display knowledge of SAP portfolio offerings to properly mitigate objections and leverage creative thinking to craft a valuable business opportunity
Provide an understanding of commercial terms and structures which are consistent with SAP’s goals and requirements
Display effective negotiation skills, including the ability to develop, evolve, adapt an overall advanced negotiation strategy
Engage with account team/sales management to create and drive strategy
Assist account owner/SAP executive management in managing key stakeholder relationships with customers or partners.
Act as a trusted advisor to sales leadership and as a liaison between SAP functional areas and Board offices connected to a strategic deal.
Provide mentorship and guidance to account team members, including developing enablement approaches that accelerate skill development.
Develop a close working relationship with key internal stakeholders in Customer Success and other Board areas.
Identify opportunities and prioritization of SCA involvement.
Support in preparing for monthly executive Board calls
Deliver, execute, and project manage along the respective support requirements.
Identify and implement AI automation opportunities to improve team efficiency, scalability, and execution.
Manage special projects and activities as assigned.