Description
We are seeking a highly accomplished Strategic Account Manager – SAP (m/f/d) to join our Strategic Accounts organization in Germany. This is a senior individual-contributor role with end-to-end responsibility for SAP, one of the world’s leading enterprise software companies and one of Splunk’s most strategically important global customers.
The successful candidate will be responsible for protecting and growing a substantial installed base, securing high-value renewals and developing strategic expansion opportunities across Splunk’s Security, Observability and platform portfolio. The role requires the ability to engage credibly with senior executives, translate SAP’s strategic priorities into long-term account opportunities and position Splunk and Cisco as strategic partners at group level.
Responsibilities:
- Strategic account ownership: Assume end-to-end commercial responsibility for SAP, including account strategy, pipeline development, renewals, expansion and long-term customer value.
- Executive relationship management: Build, maintain and expand trusted relationships with senior stakeholders across SAP.
- Protect and grow: Secure and renew the existing Splunk footprint while identifying and developing new opportunities.
- Global account orchestration: Navigate SAP’s complex global organization.
- Extended team leadership: Lead the virtual account team across Splunk and Cisco.
- Cisco and Splunk alignment: Develop and execute a joint account strategy with the Cisco account organization.
- Program-based execution: Manage the account through a structured, multi-year engagement plan.
- Value-based selling: Connect Splunk’s capabilities to SAP’s strategic priorities.
- AI-driven selling and productivity: Position Splunk’s AI-powered Security and Observability capabilities.
- Negotiation and closing: Lead complex contract negotiations.
- Strategic opportunity development: Identify and develop transformational use cases.
- Customer success and adoption: Work closely with Customer Success, Professional Services, Support and product teams.
- Internal advocacy: Represent SAP’s priorities, requirements and feedback within Splunk and Cisco.
- Market and competitive intelligence: Maintain a strong understanding of SAP’s strategy and competitive landscape.
- Forecasting and operational discipline: Maintain accurate account plans and pipeline data.
Requirements:
- 10+ years of enterprise software sales experience.
- Proven track record of closing multi-million-dollar enterprise software transactions.
- Demonstrated experience managing a major global account.
- Existing and current relationships within SAP are highly desirable.
- Deep understanding of how global technology companies purchase and adopt enterprise solutions.
- Experience protecting and expanding a significant installed base.
- Demonstrated ability to develop trusted relationships at CxO and senior executive level.
- Strong understanding of SAP’s business model and technology ecosystem.
- Ability to connect Security and Observability capabilities to strategic business outcomes.
- Demonstrated ability to orchestrate international, cross-functional account teams.
- Experience managing complex sales engagements.
- Strong AI fluency.
- Mastery of MEDDPICC or an equivalent enterprise sales qualification methodology.
- Boardroom-ready executive presence.
- Strong negotiation, stakeholder-management and conflict-resolution skills.
- Accurate forecasting and consistent delivery against commitments.
- Deep understanding of enterprise IT environments.
- Experience in SaaS, cybersecurity, observability or enterprise infrastructure is strongly preferred.
- Experience working with strategic technology partners and global system integrators.
- Strong operational discipline and proficiency with Salesforce.
- Bachelor’s degree or equivalent professional experience.
- Fluent in German and English.