Senior Account Executive - Midwest Region
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. 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.
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.
The Midwest Mindset
The Midwest market unit is focused on expanding SAP’s footprint with our customers. We are a team of dynamic growth partners dedicated to creating wildly successful customer experiences. Ideal candidates will serve as force multipliers and exhibit a can-do attitude and creativity when engaging with internal teams, partners, and customers.
What You'll Do:
- Annual Revenue – Meet/exceed quarterly targets and annual quota targets for Software License, Cloud Subscription, and Renewal revenue.
- Pipeline - Generate and maintain a 5x pipeline of assigned quota, forecasting accurate and feasible pipeline opportunities.
- Deal and Pipeline Health – Manage accuracy in forecasting and the information maintained in supporting systems.
- Sales Cycle Execution - Demonstrate a strong understanding of SAP solutions and the necessary combinations of solutions for accurate client proposals.
- Demonstrate your ability to individually create and deliver client proposals.
Business Development
- Territory Planning – Develop a plan for your territory including large opportunities and a glide path to deliver them.
- Account Planning – Effectively execute Account Planning as well as appropriate follow-up actions.
- Virtual Account Team (VAT) Management – Manage and effectively use your extended VAT to penetrate all customer buying centers to identify and qualify new opportunities.
- Events – Fully leverage SAP events such as SAPPHIRE as well as individual customer-centric events.
- Value-Sell – Leverage a value-centric and strategic perspective for the entire SAP portfolio with your customers.
- Trusted advisor - Establish strong relationships based on knowledge of customer requirements and commitment to value.
- Customer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy, and competitive landscape.
- Expansion and Customer Intimacy – Expand and deepen SAP relationships with your respective customers.
- Executive Alignment – Develop and manage continuous SAP executive sponsorship.
General
- Leadership – Demonstrate effective leadership of your entire “business” by strategizing and communicating with your team early and often.
- Partner – Utilize partners across all spectrums (internal and external) to support your objectives.
- Communication – Exhibit clarity, accuracy, frequency, and professionalism in all forms of communication.
- Responsiveness – Be responsive and timely to all internal and external customer and partner requests.
- Operational Excellence – Run your territory like a business in all regards.
- Lead a (Virtual) Account Team and GTM strategy within assigned territory.
- Sell value utilizing best-practice sales models.
- Maintain White Space analysis and execution of initiatives (upsell and cross-sell) on customer base.
- Orchestrate resources: deploy appropriate teams to execute winning sales.
- Understand SAP’s competition and effectively position solutions against them.
- Regularly maintain CRM system with accurate customer and pipeline information.
- Ensure account teams and Partners are well-versed in each account’s strategy and well-positioned for all customer touchpoints and events.
What You Bring
- 5+ years of experience in sales of complex business software and cloud solutions preferred.
- Experience selling to large enterprise customers (existing customers).
- Proven track record of success in business application software sales.
- Experience in a lead role in a team-selling environment.
- Demonstrated success with large transactions and lengthy sales campaigns.
- Business level English: Fluent.
- Ability to travel to customer and/or SAP and Partner offices every week.
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES:
- Bachelor's 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.
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.
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.
Compensation Range Transparency : The targeted combined range for this position is 180,500 - 383,900 USD.
Requisition ID: 401020 | Work Area: Sales | Expected Travel: 0 - 50% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid
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