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.
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. We believe that together we can transform industries, grow economics, lift up societies, and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible, and inclusive work environment.
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. We consider ourselves significant to customers and are partners in what we “own” in their environment. Our Midwest teams work with customers in a variety of industries that transform the way our customers conduct business. The ideal fit for our team is creative-looking multipliers, individuals who exhibit a can-do attitude and creatively partner with our customers.
The Role
The Senior Account Executive’s primary responsibilities include prospecting, qualifying, selling, and closing new business to existing customers within the Midwest region. This position is responsible for selling to large enterprise customers. The Account Executive manages executive relationships and brings a point of view to customer engagements.
The Responsibilities
- Sales Execution
- Revenue – Meet or exceed your quarterly targets and projected annual Cloud revenue & renewal goals.
- Pipeline - Generate a 4x pipeline of your 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 ability to develop and lead a holistic sales cycle.
- 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.
- Customer Engagement
- Value-Sell – Leverage a value-centric and strategic perspective with your customers.
- Expansion and Customer Intimacy – Expand and deepen SAP relationships with your respective customers – with a special focus on development outside of traditional IT channels and partner networks.
- Executive Alignment – Develop and leverage 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. Utilize best practices.
Minimum Qualifications
- 5+ years of experience in sales of complex enterprise business software /ERP solutions preferred.
- Experience selling to large enterprise 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 in a fast-paced, consultative, and competitive market.
- Business level English: Fluent.
Education And Qualifications / Skills And Competencies
- Bachelor 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 for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development.
We win with inclusion
SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities.
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 (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Compensation Range Transparency : SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. The targeted combined range for this position is 225,800 - 383,900 USD.
Requisition ID: 405292 | Work Area: Sales | Expected Travel: 0 - 40% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations:
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