Enterprise Account Executive

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.

ROLE DESCRIPTION:

The Enterprise Account Executive's primary responsibilities include prospecting, qualifying, selling, and closing new business to existing and net new customers. The Enterprise Account Executive brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate SAP products for key major accounts.

EXPECTATIONS AND TASKS:

• Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue
  • Annual Revenue - Achieve/exceed quota targets.
  • Sales strategies - Develop effective 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 - Establish strong relationships based on knowledge of customer requirements and commitment to value. Build a foundation on which to harvest future business opportunities.
  • Customer Acumen - Actively understand each customer's technology footprint, strategic growth plans, and competitive landscape.
  • Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles.
  • Business Planning – Develop and deliver comprehensive business plans to address customer and prospect priorities and pain points.
• Demand Generation, Pipeline and Opportunity Management
  • Pipeline planning - Maintain a rolling pipeline.
  • Pipeline partnerships – Leverage support organizations to funnel pipeline into the assigned territory.
  • Leverage SAP Solutions – Be proficient in all SAP offers relevant to sales pursuits.
  • Advance and close sales opportunities through the successful execution of the sales strategy.
  • 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.
• 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.

WORK EXPERIENCE:

• 10+ 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.
• Local language: Fluent, Business Level.

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES:

• Bachelor's Degree equivalent.

Bring out your best

SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused.

We win with inclusion

SAP's culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone feels included and can run at their best. We believe we are made stronger by the unique capabilities and qualities that each person brings to our company.

EOE AA M/F/Vet/Disability:

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender, sexual orientation, gender identity or expression, protected veteran status, or disability.

Requisition ID: 422054 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.