SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That's why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.
SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it's the best-run businesses that make the world run better and improve people's lives.
The Senior Account Executive assumes the leadership role within their assigned accounts. In this capacity, the Senior AE will identify and qualify opportunities within their accounts and develop and drive account strategy and executive relationships within each. The Senior AE will assume ownership for revenue generation within assigned accounts, as well as the quality and strength of the executive relationships within them.
The Senior AE overachieves the software license revenue goal of their territory through the creation of a complete territory business plan that generates at least three times the quota in pipeline opportunity. The Senior AE possesses a "hunter" mentality and excels at developing and closing large, complex software license transactions. They will be responsible for driving opportunities that are based on the value of SAP's entire solution portfolio: Industry ERP Solutions (S/4HANA), LOB solutions (CRM, SCM, HCM, SRM et. al) and technology solutions (HANA, Business Analytics, Mobility, Database and Technology, et. al) and will be an expert at communicating this value in a compelling business case to customers & prospects in order to achieve assigned quotas. The Senior AE creates and nurtures executive relationships independently and leverages the Virtual Account Team to ensure success for their customers and for SAP.
EXPECTATIONS AND TASKS:
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 ERP Solutions (S/4HANA), LOB solutions (CRM, SCM, HCM, SRM et. al) and technology solutions (HANA, 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
- 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.
- 5+ 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
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES:
- Bachelor's degree or higher strongly preferred.
- Demonstrated history of achieving a sales quota of US$4 million or more in software revenue.
- Hunter mentality with experience working the full cycle of complex sales and presenting to multiple levels within clients.
- Possess the ability and self-motivation to work in a geographically dispersed model.
- Strong oral and written communication skills.