Job closed
Ref: KP442-116
Job description / Role
Account Executive, HCM - Riyadh Job
As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.
ROLE DESCRIPTION:
The Account Executive (AE) assumes the leadership role within their assigned accounts as well as providing leadership to the sales team. In this capacity, the AE will identify and qualify opportunities within their own assigned accounts, and develop and drive account strategy and executive relationships within each. The AE will achieve an overall revenue goal through the creation of a complete territory business plan that generates at least three times the quota in pipeline opportunity and will be responsible for the quality and strength of the executive relationships within this territory.
Similarly, the AE will contribute to the overall success of the other individuals within their sales team by providing coaching and mentoring to each as needed to facilitate the identification, qualification, development and strategizing of opportunities in their accounts. The AE may be deployed in an assigned account team, an assigned geographic territory team, or a combination of both, and will be considered responsible and accountable for the successful execution of SAP´s Customer Engagement Lifecycle (CEL) throughout the sales team.
EXPECTATIONS AND TASKS:
• Provide overall account leadership to the SAP virtual account team (VAT) for each assigned account.
• Establish trusted advisor relationships with executives across functional/divisional areas in each account that will provide the foundation for future business opportunities and ongoing, accurate account information.
• Orchestrate resources within accounts through the proper deployment of appropriate VAT to meet and exceed customer expectations through successful execution of CEL.
• Assume leadership role in account transitions to ensure proper and consistent Communication with customer and virtual customer support team.
• Assume leadership role in customer team meetings, developing and driving account strategy through VAT for each assigned account.
• Proactively build and grow successful relationships with SAP strategic partners.
• Identify, pursue and close sales opportunities through the successful execution of CEL.
• Position SAP to win sales opportunities by developing, communicating and driving effective selling strategies that are based on valid, customer-specific value propositions.
• Provide thought leadership in discussing and communicating account strategy with other members of the VAT.
• Maintain an accurate, timely and documented pipeline of opportunities (prospects and suspects) and provide appropriate communication of such to SAP management on a regular basis.
• Continuously gather knowledge of competitors and how to effectively position SAP solutions against them.
• Pursue professional and personal development to ensure adequate knowledge of the markets and industries that SAP serves and of the products and services that SAP provides.
• Understand best practice sales models. Work actively with more Senior Sales employees to develop sophistication in sales and negotiation skills.
Requirements
WORK EXPERIENCE:
• Prior experience in business application software sales required.
• Experience in ERP selling environment to Engineering, Construction and Operations industries, leading sales role of team selling environment also required.
• Previous success in handling large transactions over lengthy sales campaigns in a fast-paced, consultative and competitive market strongly advised.
• Demonstrated history of achieving a sales quota of US$2 million or more in software revenue.
EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:
• Bachelor’s degree or higher strongly preferred
• General familiarity with consultative selling training methodologies also preferred.
• Strong oral and written communication skills
• Willingness to travel
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.