Account Executive Expert - Multi - industry

Account Executive

At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.

Key areas of responsibility and tasks include prospecting, qualifying, selling, and closing new business to existing and net new customers. The Account Executive brings a point of view to the customer engagement; uses all resources to solve customer problems with appropriate SAP products.

Responsibilities include:

• Account and customer relationship management, sales, and software license and cloud subscription revenue.
• Annual revenue - achieve/exceed quota targets.
• Sales strategies - align SAP cloud/SaaS solutions with the customer's strategic objectives; develop best practice account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive complex strategy through complex and global organizations.
• Trusted advisor - establish strong management and Cxx relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). 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) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
• Territory and account leadership - lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references.
• Business planning - develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Utilize VE, benchmarking, and ROI data to support the customer's decision process.

Demand generation, pipeline, and opportunity management includes:

• 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, Inside sales, Partners, and channels to funnel pipeline into the assigned territory.
• Leverage SAP solutions - be proficient in and bring all SAP offers to bear on sales pursuits 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 all 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.
• Support all SAP promotions and events in the territory - take an active, sales leadership role in SAP events.

Sales excellence includes:

• Build and share best practice sales and negotiation skills.
• Sell value.
• 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.
• Maintain CRM system with accurate customer and pipeline information.

Leading a (virtual) account team includes:

• Mentor Associate/Senior Account Executives.
• 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.

Experience and language requirements include:

• 3+ years of experience in sales of complex business software/IT solutions.
• Experience supporting premium prospects/net new names is a plus.
• Proven track record in business application software sales across different industries.
• 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.
• Business level English: fluent.

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.

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.