Senior Account Executive
il y a 2 semaines
We help the world run better
At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.
Senior Account Executive
ROLE DESCRIPTION
The Account Executive's primary responsibilities include prospecting, qualifying, selling and closing new business to existing customers. The Account Executive brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate SAP products.
EXPECTATIONS AND TASKS
Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue:
- Annual Revenue - Achieve / exceed quota targets.
- Sales strategies - Develop effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organization.
- Trusted advisor - Establish strong relationships based on knowledge of customer requirements and commitment to value. Build a foundation on which to harvest future business opportunities.
- Customer Acumen - Understand each customer's technology footprint, strategic growth plans, technology strategy and competitive landscape. Review public information to remain updated on key industry trends.
- Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles.
- Business Planning – Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points.
Demand Generation, Pipeline and Opportunity Management:
- Pipeline planning - Maintain a rolling pipeline.
- Pipeline partnerships – Leverage support organizations including Marketing, Inside sales, Partners and channels.
- Leverage SAP Solutions – Be proficient in and bring all SAP offers to bear on sales pursuits.
- Advance and close sales opportunities through successful execution of the sales strategy.
Sales Excellence:
- Sell value.
- Maintain White Space analysis and execution of initiatives on customer base.
- Orchestrate resources: deploy appropriate teams to execute winning sales.
- Utilize best practice sales models.
- Understand SAP's competition and effectively position solutions against them.
- Maintain CRM system with accurate customer and pipeline information.
Leading a (Virtual) Account Team:
- Demonstrates leadership skills in the orchestration of remote teams.
- Ensure account teams and Partners are well versed in each account's strategy.
WORK EXPERIENCE
- 5+ years of experience in sales of complex business software / IT solutions.
- Proven track record in business application software sales.
- Experience in lead role of a team-selling environment.
- Demonstrated success with large transactions and lengthy sales campaigns.
- Business level in English: Fluent.
- Local languages (French/Dutch): Fluent.
Bring out your best
SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. SAP has evolved to become a market leader in end-to-end business application software and related services.
We win with inclusion
SAP's culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone feels included and can run at their best. SAP is proud to be an equal opportunity workplace and is an affirmative action employer.
EOE AA M/F/Vet/Disability:
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender, sexual orientation, gender identity or expression, protected veteran status, or disability.
Requisition ID: 415609 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.
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