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Industry Account Executive

il y a 2 semaines

Bruxelles WatermaelBoitsfort, Belgique SAP Temps plein

**What we offer**

**ROLE DESCRIPTION**:
The Industry Account Executive (IAE) assumes the leadership role within his/her assigned account set. He/she will identify and qualify opportunities within each account and develop and drive account strategy and executive relationships within each. The IAE assumes ownership for revenue generation and protection, as well as the quality and strength of the executive relationships within them. She/he will be responsible for driving opportunities that are based on the value of SAP’s entire solution portfolio: Industry ERP Solutions (S/4HANA), LOB solutions (e.g. Ariba, SFSFS,.) and technology solutions (e.g. Business Technology Platform,..) and will be an expert at communicating the value in a compelling business case to customers & prospects in order to achieve assigned quotas. The IAE creates and nurtures executive relationships independently and leverages the Virtual Account Team to ensure success for his/her customers and for SAP.

**EXPECTATIONS AND TASKS**:

- **
Drive **cloud subscription revenue/**sales **and software license sales
- Account and Customer Relationship Management,
- Achieve / exceed quota revenue/subscription targets
- Sales strategies - align SAP Cloud /SaaS solutions with the customer’s strategic objectives. Leverage an extended account team to drive complex sales strategies through complex (and global) organizations.
- Trusted advisor - Establishes strong management and C-level relationships based on knowledge of customer requirements and commitment to value. Build a foundation on which to harvest future business opportunities and accurate account information and coaching.
- Customer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape. Review public information (e.g. new executive appointments, earnings statements, press releases) of each customer and its competitors to remain updated on key industry trends and issues impacting the prospect.
- Account Leadership - Manage the commercial relationship with a designated set of accounts, manage account relationships and sales cycles. Encourage our customers to become SAP references.
- Business Planning - Develop and deliver a comprehensive business plan to address customers priorities and pain points. Utilize Value Engineering, benchmarking and ROI data to support the customer’s decision process.
- **
Demand Generation, **Pipeline and Opportunity Management
- Develop best practice account plans to ensure target delivery and sustainable growth.
- Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
- Pipeline partnerships - Leverage support organizations including Marketing and Partners to build and mature pipeline at your customers.
- Leverage SAP Solutions - Be proficient in combining SAP offers to drive sales cycles including Industry Solutions, LOB solutions (CRM, SCM, HCM, SRM et. al) and technology solutions (Business Analytics, Mobility, Database and Technology, et. al). Demonstrate early adoption of new solutions and strategies.
- Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap. Negotiate early and against a win/win strategy for SAP and its customers.
- Leverage SAP promotions and events towards customers - take an active, sales leadership role in SAP events.
- **
Sales Excellence**
- Sell value.
- Build and share best practice sales and negotiation skills.
- Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
- Orchestrate resources: deploy appropriate teams to execute winning sales. Create OneSAP.
- Utilize best practice sales models.
- Understand SAP’s competition and effectively position solutions against them.
- **
Leading a (Virtual) Account Team**
- Mentor account team members.
- Demonstrate leadership skills in the orchestration of remote teams.
- Ensure account teams and Partners are well versed in each account’s strategy and well positioned for all customer touch points and events. Maximize the value of all sales support organizations.
**PROFILE**:

- 15+ years of experience in sales of complex business software / IT solutions
- Experience in lead role of a team selling environment.
Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.
- Exceptional contractual and negotiation skills.
- Language skills: Fluent in Dutch, French and English
- Bachelor equivalent: yes
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