Account Executive, Public Sector

Job description / Role

Account Executive, Public Sector, Qatar Job

• Requisition ID: 173656
• Work Area: Finance
• Expected Travel: 0 - 10%
• Career Status: Professional
• Employment Type: Regular Full Time
• Career Level: T2
• Recruiter Name: Stephen BRADY


COMPANY DESCRIPTION

As you know, SAP's vision is to help the world run better and improve people's lives.

As THE cloud company powered by SAP HANA®, SAP is a market leader in enterprise application software, helping companies of all sizes and industries Run Simple.

We empower people and organizations to work together more efficiently and use business insight more effectively. SAP applications and services enable our customers to operate profitably, adapt continuously, and grow sustainably.

At SAP, we believe in the power of collaboration and empower our employees to perform at their best in an environment that encourages free and open expression of ideas. Here, you work alongside creative thinkers who share your intets, while turning big ideas into reality for our customers. With innovative job training, mentors to help you grow, and the flexibility to balance your work and personal life, you're able to build your career. It's no wonder that some of the sharpest minds from around the world are working for a company that is consistently recognized as a global top employer.

COMPANY DESCRIPTION:

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. SAP is currently seeking an experienced Account Executive.

ROLE DESCRIPTION:

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 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 - Participate in the development of designated territory, including accounts, account relationships; prospect profiling, and sales cycles. Encourage all accounts to become SAP references.

Business Planning - Participate in the development and delivery of comprehensive business plan to address customer and prospects priorities and pain points. Understand VE, benchmarking and ROI data and how they support the customer's decision process. Work with Sales and VE leadership to deploy tools effectively.

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. Collaborate with and support sales management on negotiation of close strategy and contracting.

Support all SAP promotions and events in the territory

Sales Excellence

Understand best practice sales models. Work actively with more Senior Sales employees to develop sophistication in 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.

Understand SAP's competition and effectively position solutions against them.

Maintain CRM system with accurate customer and pipeline information.

Work effectively with a (Virtual) Account Team

Demonstrate coordination skills in the orchestration of remote teams. Develop leadership skills.

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

WORK EXPERIENCE:

5+ years of experience in sales of complex business software / IT solutions

Proven track record in business application software sales.

Experience in a team-selling environment.

Demonstrated success with sales campaigns in a fast-paced, consultative and competitive market.

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES:

Business level English: Fluent

Local language: Fluent, Business Level

Bachelor equivalent

SAP'S DIVERSITY COMMITMENT

To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities.

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.