Job Description

We help the world run better

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from. 

LOCATION: This position can be located anywhere in the proximity of an SAP office.

The Senior Account Executive - Corporate FIeld - assumes the leadership role within their assigned accounts where they will identify and qualify opportunities, develop and drive account strategy and build strong executive relationships.  The Senior AE has ownership for revenue generation within assigned accounts, as well as responsibility for the quality and strength of the overall customer relationship.

The Senior AE will be responsible for the creation of a complete territory business plan that generates four times the quota in pipeline opportunities.  The Senior AE should possess a “hunter” mentality and excel 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 and will be an expert at communicating the value of SAP in a compelling manner to customers & prospects. The Senior AE will establish and nurture executive relationships independently and will leverage their Virtual Account Team (VAT) to ensure success for both the customer and SAP. 

EXPECTATIONS AND TASKS:

 Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue

Annual Revenue – Achieve/exceed quota targets.
Sales Strategy – Develop comprehensive account plans to ensure revenue target delivery and sustainable growth. 
Develop relationships in new and existing accounts and leverage those relationships to drive strategy throughout the organization.
Trusted advisor - Establish strong relationships based on knowledge of customer requirements and commitment to value. C
Customer Acumen - Understand each customer’s technology footprint, strategic growth plans, technology strategy, and competitive landscape.  
Review public information for the organization to remain current on key industry trends and issues impacting the customer/prospect.
Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. 
Encourage all accounts to become SAP references. Effectively collaborate with the VAT to ensure consistency of message to the customer. (OneSAP)
Business Planning – Develop and deliver a comprehensive business plan to address customer and prospect priorities and pain points.  
Utilize VE, benchmarking, and ROI data to support the customer’s decision process.

Demand Generation, Pipeline and Opportunity Management

Prospect for opportunities using various direct methods such as calling and face-to-face meetings, and digital methods using tools such as Outreach, Zoom Info, and LinkedIn Sales Navigator.
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, Business Development, Partners, and Channels to funnel pipeline into the assigned territory.
Leverage SAP Solutions – Be proficient in and bring all SAP solutions to bear on sales pursuits, in collaboration with Line of Business (LoB) AEs.
Advance and close sales opportunities.
Support all SAP promotions and events in the territory.

Sales Excellence

Sell value.
Maintain White Space analysis on accounts.
Orchestrate resources: deploy appropriate teams to execute winning sales.  Embody 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.

Lead a Virtual Account Team

Demonstrate leadership skills in the orchestration of remote teams.
Ensure effective and efficient utilization of VAT.
Ensure account teams and Partners are well versed in each account’s strategy and well-positioned for all customer touchpoints and events.
Maximize the value of all sales support organizations.

WORK EXPERIENCE:

5+ years of experience in sales of complex business software / IT solutions
Proven track record in business application software sales
Experience in the 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 $4 million or more in software revenue
Hunter mentality with experience working the full cycle of complex sales and presenting to multiple levels of customer leadership
Possess the ability and self-motivation to work independently in a geographically dispersed model
Strong oral and written communication skills