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.

About the role:

SAP is looking out for a Sales Account Executive who will be responsible for driving key business decisions and focussing on navigating complex sales engagements within a set of the large accounts in SAP.

Your success in the role will be driven by:

Business & Financial Acumen

- Understanding the customer's entire end-to-end business model and be able to use that knowledge to develop unique SAP enterprise-wide solutions
- Tying economic, industry, sub-industry and business drivers to implications for the customer's business. Identifying non-obvious financial levers.
- Monetizing the value that SAP offers the customer
- Leading C-level conversations about financial directional, potential P&L benefit of deploying SAP software to support progress on their strategic business imperatives
- Linking the value of products and services with the deal price to overcome pricing objections

Influencing the Customer

- Preparing a complete plan outlining all the steps the customer will need to complete to reach an informed decision point
- Creating and delivering an insight that leads to differentiation
- Positioning the disruption that's happening in the customer's sub-industry to create a sense of urgency to drive transformation
- Positioning the advantages and challenges of various digital framework implementation engagement models.

Managing the Account as a Business

- Aligning the customer's strategic goals to SAP's competitive differentiators and map to SAP solutions
- Orchestrating, Influencing and leading VAT team functions and geographies to identify innovative and provocative points of view (POV) that help differentiate SAP as the digital platform of choice
- Aligning SAP and customer stakeholders and executives to align, prioritize and staff bidirectionally key initiatives

Demand Management & Pipeline Health

- Understanding key indicators of pipeline health (Coverage, Pace, Balance and Quality) and ability to recognize issues that must be addressed
- Creating a solid demand generation plan, leveraging multiple sources (i.e.: sales plays, marketing events, demand generation assets) and sales support teams