Account Executive Expert

Job description / Role

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• Responsible for selling SAP's products and solutions and building and maintaining relationships with SAP's customers and potential customers and customer satisfaction.
• Involved in the selling of the capabilities of SAP to provide an integrated solution.
• Focused on named existing and/or prospective accounts.
• Maintains customer relationship and influences customers' requirements' specification.
• Typically carries a quota.

Accountability

• Responsible for delivery of outcome of assigned projects or areas of responsibility
• Internally recognized senior on complex technical and business matters
• Works on large, complex activities, using demonstrated creativity and expertise and applying specialist professional knowledge to deliver high quality results / technical solutions
• Collaborates in devising long-term concepts
• May include team lead or supervisory responsibilities

Complexity

• Contributes independently, resolves complex issues in own specialist area (e.g. Cross-functional or cross-country projects)
• Works independently on topics while setting priorities having sole responsibility
• Provides regular project status and updates
• Decisions/solutions can enhance essentially current and future design and strategy
• Enhance complex systems & processes

Experience

• Advanced technical or business skills and special knowledge in one / several areas
• Individuals with a customer focus have developed the acumen to cultivate and develop lasting customer relations
• Typically several years experience with increasing amount of responsibility

Communication

• Builds and maintains partnerships with internal and external customers and partners
• Contributes actively to build common ground for cooperation
• Communicates clear and conveying processes & policies in a way that others can understand
• Communicates relevant messages in a timely manner and with constructive feedback to cross functional colleagues & managers

The Account Executive's primary responsibilities 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.

• Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue.
• Annual Revenue - Achieve / exceed quota targets.
• Sales strategies - Develops 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 - Establishes strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds 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
• 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)
• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
• Support all SAP promotions and events in the territory

Sales Excellence
• 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
• Demonstrates 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.

Requirements

Experience & Language Requirements
• 10+ 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 in a fast-paced, consultative and competitive market.
• Business level English: Fluent
• Local language: Fluent, Business Level

Education
• Bachelor equivalent

About the Company

Headquartered in Walldorf, Germany, SAP is the world's largest business software company with more than 51,500 employees at sales and development locations in more than 50 countries worldwide.

Our global development approach focuses on distributing development across the world in strategically important markets. A global network of SAP Labs spanning Bulgaria, Canada, China, Germany, Hungary, India, Israel, and the United States, enables SAP to operate locally, yet organize globally.

As the global technology research unit of SAP, SAP Research significantly contributes to SAP's product portfolio and extends SAP's leading position by identifying and shaping emerging IT trends through applied research and corporate venturing. SAP Research has highly skilled teams in 11 research centers worldwide.