Senior Account Executive

Sales

Job Description

THE TEAM

The West Market Unit at SAP is a professionally vibrant, fun team whose foundation is built on Authenticity, Empathy, Resiliency, Trust, and Transparency. There is no shortage of support in the West because the Leadership team, along with the entire Market Unit, are invested in your success. The West is the heartbeat of innovation, leading the global economy. Be a part of something great!

ABOUT YOU

You have an entrepreneurial drive and empathetic ear. You add value to each interaction with the customer and those colleagues at SAP. You will be part of an amazing team of contributors who consistently exceed expectations as do you, while you strive to be a top revenue producer. You are the team leader, someone who mentors and owns the account team’s success. You have the ability to network internally and externally. You also value work/life balance as do the people around you.

THE ROLE

The Senior Account Executive’s primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers. The Account Executive will build lasting relationships with the customer, a collaboration of innovation, while leading the customer on a value journey through a continuous cycle of engagement.

Hear what a current SAP West Senior AE has to say: “I would stay forever because of the camaraderie and the level of success possible”.

EXPECTATIONS AND TASKS:

LEAD & INSPIRE

Territory and Account Leadership – Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references
Strategy- Develop effective and specific strategic account plans to ensure revenue target delivery and sustainable growth
Trusted advisor – Establishes strong relationships based on knowledge of customer requirements and commitment to value
Orchestrate- Demonstrates leadership skills in the orchestration of remote teams
Annual Revenue – Achieve / exceed quota targets

CULTIVATE & GROW

Ensure account teams and Partners are well versed in each account’s strategy and well positioned for all customer touch points and events
Develop relationships with C-Suite to drive strategy through organization
Builds a foundation on which to harvest future business opportunities and accurate account information and coaching
Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points
Demand Generation, Pipeline and Opportunity Management
Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve
Leverage support organizations including Marketing, inside sales, Partners and channels to funnel pipeline into the assigned territory
Orchestrate resources: deploy appropriate teams to execute winning sales
Maintain CRM system with accurate customer and pipeline information

ANALYZE & INNOVATE

Customer Acumen – Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape
Leverage SAP Solutions to innovate throughout the customer journey
Maintain White Space analysis and execution of initiatives on customer base
Utilize Value Engineering, benchmarking and ROI data to support the customer’s decision process
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
Understand SAP’s competition and effectively position solutions against them

YOUR PROFILE

Lead role and demonstrated success with large transactions and from sales campaigns in a competitive market
Proficiency in Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue
Builds C-Suite relationships, networks with Buying Centers
Bachelor’s degree or equivalent related experience
Return to work candidates welcome
Minimum 7 years of qualified experience

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