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Summary
Acceleration Expert (ACE) - BTP is a key role in Customer Success, focused on driving consumption, value realization, and sustainable usage of SAP Build to drive BTP revenue. At its core, this role focuses on accelerating customers transformation journey by delivering targeted, short but high-impact engagements to unlock sustained consumption potential to drive expansion. Acceleration expert will partner with entire value chain from Sales to Delivery to proactively drive first productive use of BTP with a focus on SAP Build. Purpose of this role is to Accelerate customers transformation journey with SAP Build as an Application Extension, Innovation and Agentic Platform. Stabilize the adoption of SAP Build early in the customer transformation journey setting the foundation expansion.
Key Responsibilities
Stabilize SAP Build consumption early in customers transformation journey and focus on driving first-project success for SAP Build through short, structured, high-impact engagements that activate platform capabilities, demonstrate value quickly and create momentum for sustained SAP Build consumption and set the foundation to drive expansion revenue.
Consumption and expansion focus
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Drive sustainable SAP Build usage that leads to BTP consumption growth and expansion beyond initial seeded bundles.
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Use FRE engagement planner and activity repository to plan, track, and forecast consumption outcomes at account.
Customer engagement and activation
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Identify, prioritize, and engage targeted customers with focus to drive consumption.
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Lead 60–90-day, time-boxed engagements focused on getting the first SAP Build use case live and productive.
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Analyze customer technical and transformation needs and define a clear 60–90 day success plan aligned to engagement plays (Strategic Positioning, Momentum, Extensions & Agentic Development, Roadmap).
Advisory and value realization
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Provide advisory guidance on use cases, solution architecture, governance, extensibility, AI and data interplay, and scaling patterns to de-risk the first project.
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Map customer business goals, processes, and differentiating capabilities to SAP Build capabilities, showcasing clean-core-friendly extension patterns and innovation scenarios.
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Coach customers on best practices and standard content (Acceleration Packs, demos, technical academy assets) to accelerate time-to-value.
Collaboration and handover
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Operate as a central BTP/SAP Build point of contact during the acceleration phase, orchestrating alignment across account teams, specialists, and delivery stakeholders.
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Execute structured handovers (Transfer, Pause, Extend, or Co-Ownership) to Sales, RISE-EA, D‑CSM, S‑CSM, or Partners based on engagement maturity and next desired outcomes.
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Maintain a continuous improvement loop by sharing feedback, best practices, risks, and success stories across regions and global teams.
Internal enablement and content feedback
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Leverage and contribute to SAP Build Acceleration content strategy (Acceleration Packs, demos, technical academy materials) in partnership with the SAP Build Domain Lead.
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Participate in ongoing enablement such as the SAP Build CSM Bootcamp and internal communities (e.g., SAP Build Blackbelts), and feed structured content feedback into global programs
Our Team
The Acceleration Expertsits within the Customer Success Organization as part of the Customer Success Management (CSM) team. We pride on a work environment that is inclusive and diverse. Every idea and perspective are valued. The SAP Business Technology Platform CSM team is committed to sustain each other to ensure success, both individually and as a team. We have a pay it forward mentality and are always willing to help our colleagues. Our culture is built upon sharing best practices and bringing an entrepreneurial spirit to the mission of driving SAP BTP consumption growth together. We provide opportunities to lead regional and global workstreams that help us improve as a team and contribute to great customer experiences.
Role Requirements
SAP Specific Knowledge
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Deep expertise in SAP Business Technology Platform, especially SAP Build, and embedded
suite entitlement
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Ability to map the customer use case to supporting SAP Build capabilities
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SAP Build positioning and competitive knowledge
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Proficient in custom Agentic development for SAP LoB Applications using SAP Build.
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Comfortable in discussing cutting-edge application development including MCP, Agent to
- Agent integration patterns and AI-powered intelligent application development
Account Management
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Proactively engages with BTP customers to deliver high-impact, short-duration advisory engagements focused on accelerating platform adoption and consumption with special focus on Build
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Acceleration engagement is dynamically assigned and CSM should be constantly evaluating customer for consumption potential (engagement scorecard)
- Manages diverse account portfolios, prioritizing Build-seeded and LOB-driven opportunities across regions
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Collaborates closely with Line of Business (LOB) Customer Success Managers to identify and support projects lacking traditional BTP CSM coverage
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Applies a farming-sales approach to maximize BTP footprint and revenue expansion within strategic accounts
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Sales savvy, able to identify new opportunities for customer to leverage new or expanded SAP solutions
Functional Experience
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Possesses competitive knowledge, understanding BTP’s positioning versus hyperscalers and alternative platforms
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Maps customer business use cases to supporting BTP capabilities and demonstrates immediate business value
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De-risks early-stage BTP adoption and implementation through targeted, advisory-driven engagements
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Advises on application extension scenarios, best practices, cloud architecture, governance, extensibility, and scaling with SAP BTP
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Expert level buying center / LoB(s) domain expertise with deep expertise in one or more industry a plus
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Experience working in and around cloud software solutions and cloud delivery models along with deep understanding of cloud readiness, characteristics, challenges and benefits
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Knowledge of SAAS and IAAS processes including provisioning, onboarding, and customer support
Soft Skills
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Demonstrates strong business development and relationship-building abilities to foster customer trust and drive action
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Exhibits proactive communication and value positioning skills to influence technical and business stakeholders
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Operates effectively in fast-paced, advisory roles, adapting rapidly to changing project and customer needs
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Coaches customer teams on best practices and value realization, serving as a catalyst for stakeholder enablement
Bring out your best
SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.
We win with inclusion
SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better world.
SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: Careers@sap.com.
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 78,000 - 180,700 USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.
AI Usage in the Recruitment Process
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Please note that any violation of these guidelines may result in disqualification from the hiring process.
Requisition ID: 446397 | Work Area: Consulting and Professional Services | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid
