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“Run Your Account Like a Business” - MP / GAD Business Objectives

ü Ensure consistent cross-line of business revenue production

ü Deliver on annual revenue targets for each line of business (license, consulting/education, maintenance/SRS)
ü Promote engagement and participation of all VAT team members
SCP SKILLS ü Monitor long term revenue plans (e.g. consumption, maintenance)
ü Manage the customer as a virtual P&L, promote wise investment decisions
ü Foster “One SAP” across all SAP global subsidiaries and lines of business

ü Conduct business as a unified global entity for multi-national accounts spanning multiple SAP subsidiaries
ü Shield (as much as possible) customer from our internal legal structures and segmented organizations
ü Direct/manage the global VAT, ensure communication and consistency across global VAT members
ü Define and execute a long-term account strategy

ü Create a long-term vision and a 3-5 year strategic and innovation plan for the account
ü Align the customer’s and SAP objectives & priorities, obtain the customer’s mutual buy in for the plan
ü Drive the innovation agenda with customer
ü Advocate the long-term view of account internally, help balance quarterly and long-term needs
ü Become the customer’s trusted strategic advisor

ü Be viewed as a trusted confident by the customer’s strategic leaders
ü Provide value add beyond what the VAT team can deliver on their own
ü Act as the customer’s advocate within SAP
ü Protect & promote SAP’s brand

ü Change perceptions from SAP the “ERP” company to SAP “The Leading Innovative Cloud” company.
ü Ensure the customer’s success with all implementation efforts; proactively address escalation issues
ü Monitor and oversee partner engagements
ü Ensure all SAP VAT members engage and take on accountability where needed

© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ INTERNAL | Scott Schwartzman, SCP Global CoE