Requisition ID: Work Area: Sales Expected Travel: 0 : 80
Career Status: Professional
Employment Type: Regular Full Time
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.
ROLE DESCRIPTION:
The Account Executives primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers. The Account Executive brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate SAP products.
EXPECTATIONS AND TASKS:
Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue.
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Annual Revenue : Achieve / exceed quota targets.
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Sales strategies: Align SAP Cloud /SaaS solutions with the customers strategic objectives : Develops best practice account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive complex strategy through complex and global organizations.
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Trusted advisor : Establishes strong management and CxO 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.
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Customer Acumen : Actively understand each customers 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.
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Territory and Account Leadership : Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references.
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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 customers decision process.
Demand Generation, Pipeline and Opportunity Management
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Pipeline planning : Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
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Pipeline partnerships : Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.
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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). Demonstrate early adoption of all new solutions and strategies.
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Advance and close sales opportunities : through the successful execution of the sales strategy and roadmap. Negotiate early and against a win/win strategy for SAP and its customers.
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Support all SAP promotions and events in the territory : take an active, sales leadership role in SAP events.
Sales Excellence
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Build and share best practice sales and negotiation skills.
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Sell value.
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Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
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Orchestrate resources: deploy a
