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“Run Your Account Like a Business” – Leadership & Influencing the VAT

ü Overall account responsibility (across all regions and lines of SAP businesses; sales,
consulting, education, and support)

SCP SKILLS ü Overall coordination of account activities and aeam members including members of
VAT, partners, etc.

ü Account orientation and knowledge transfer to new members of the team

ü Creates, maintains and institutionalizes an internal account governance model
leveraged for day-to-day operations

ü Optimizes processes to manage sales cycles, RFPs, evaluations, contracts

negotiations, invoicing, etc.

ü Identifies and communicates customer's “buying process" to the team

ü Defines process for account activities outside the HQ region

ü Manages and/or monitors account activities outside the HQ region

ü Participates in performance reviews of VAT team members

ü Helps recruit and interview AE's and CEM's outside of the HQ region

ü Establishes and facilitates global team calls/meetings to align & monitor progress of
account plans and opportunities

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