Virtual Customer Success Partner Advisor

**We help the world run better**
The Customer Success Partner engages with SAP's customers to drive & accelerate their value realization and to ensure business outcomes are being met through consumption of their purchased solutions & success service entitlements. The Customer Success Partner is responsible for the management, orchestration of resources and execution of activities for a designated set of customer accounts, including post sales account management strategy development, outcome success plan definition & execution (adoption & consumption), account relationship management, issue mitigation, point of escalation for assigned customers, opportunistic expansion of solutions or services through lead generation activities. The Customer Success Partner drives mutual (customer & SAP) success across the Land, Adopt, Consume & Expand (LACE) cycle.
**Core Tasks**:
- Develop and implement account strategies and consumption plans that drive customer outcomes; and thus, lead to customer renewing their subscriptions / paying maintenance
- Build trusted relationships with customers in order to support value-based consumption focused activities
- Monitors SLA performance and maintain high level of customer satisfaction
- Engage with Global Customer Success Centers to leverage expertise as needed throughout the customer lifecycle
- Leverage data & tools to track and manage targeted adoption and consumption activities, including Relationship Assessments and Outcome Success Plans
- Act as primary point of escalation for customers account issues
- Contribute to library of success plays and best practices to further grow SAPs ability to drive customer success
- Identify opportunities at customer to grow SAP footprint through expansion of licenses or services
The focus of the Virtual Customer Success Partner (V-CSP) is to provide consistent, efficient and scalable coverage to customers who currently have no post-sale coverage from an E-CSP or an S-CSP. The V-CSP works remotely from global e-centers, leveraging a data driven approach to prioritize a 1:1 and 1:many engagement with customers to drive mutual success across the Land, Adopt, Consume & Expand (LACE) cycle. The Advisor will focus on the larger customers (ACV) within the segment
The V-CSP helps customers achieve business outcomes by engaging as a trusted advisor to different buying center executive(s) for each stage of the customer's transformation journey. Based on current best practices, the V-CSP is assigned to accounts with a 1:130 ratio. All customers outside of this ratio (low value customers) will receive a 100% automated engagement (Tech Touch) across the CLM lifecycle.
The V-CSP Advisor helps customers achieve business outcomes by engaging as a trusted advisor to different buying center executive(s) for each stage of the customer's transformation journey.
The Advisor V-CSP serves as product generalists with a good overview of all cloud solution. They orchestrate the customer relationship across all SAP resources (leveraging the CEX Centers) and self-service tools.
**Key Responsibilities are**:
Customer Success:
> Responsible for providing structured internal (VAT) / external stakeholder alignment & communication. Managing everything in Totango
> Orchestrates the onboarding process across new customers tracking implementation milestones and go live dates in Totango/HPI and fully leveraging sales handover information
> Drives regular check-ins in adoption phase to encourage usage. Pushes self service content and access to adoption hub content
**Engagement & Coordination**:
> Primary post-sales customer executive point of contact for virtual segment. V-CSP Advisor focused on the larger customers in the segment. The advisor will focus on the larger ACV customers in the Digital Segment
**Consumption & Commercials**:
> V-CSP effort on customer entitled services is non-billable, V-CSP has no sales/pipeline quota, V-CSP is customer health, go lives, consumption & revenue retention focused
> Works with the Customer Renewal Center (CRC) to Manage customer cloud renewals. Helps support Risk mitigation
**Experience & Language Requirements**:
> Experience in the following areas:
> SaaS or Cloud Solutions experience a plus
> Managing customer engagements including commercial experience
> Multi-lingual a plus depending upon region
> Proficiency in Microsoft Office: Excel, PowerPoint, Word and Outlook
> good verbal and non-verbal communication skills
> good analytical skills
> Bachelor equivalent
Functional Expertise
> Experience working in and around cloud software solutions
> Experience in managing high volume customer engagements - and ability to prioritize daily/weekly activity
> Confidence & competence in using Virtual tools (video, outreach.io, digital content, social) for customer engagement
Soft Skills
> Good relationship building skills & customer presence digitally (video, collaboration)
> Stakeholder management skills
SAP-Specific Knowled

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