Overview
Account Executive (AE) role empowers customers to achieve their full potential by strategically positioning SAP cloud solutions to address their business challenges and lay a foundation for future success. This role includes lead responsibilities in account management, demand generation, sales excellence, and leading virtual account teams.
What You’ll Do
* Account & Customer Relationship Management:
o Serve as the end-to-end account owner, managing software licenses and cloud subscriptions and establishing a trusted customer relationship.
o Develop and execute strategic account plans to ensure sustainable growth and achieve/exceed revenue targets.
o Gain a comprehensive understanding of each customer’s technology landscape, strategic goals, and competitive environment.
* Demand Generation, Pipeline, and Opportunity Management:
o Maintain pipeline management, ensuring a healthy and advancing sales funnel.
o Leverage internal resources, including marketing, inside sales, and partner channels, to drive demand and manage opportunities.
o Utilize SAP’s comprehensive solution portfolio, including industry-specific and LoB solutions, to address customer needs.
* Sales Excellence:
o Conduct White Space analysis to identify and execute up-sell and cross-sell opportunities within existing accounts.
o Orchestrate and deploy appropriate teams to ensure successful sales outcomes, embodying the "OneSAP" approach.
o Stay informed about SAP’s competition and position SAP solutions effectively against them.
o Maintain accurate customer and pipeline information within CRM systems.
* Leading a (Virtual) Account Team:
o Lead and orchestrate remote and cross-functional teams to align with the customer’s strategic objectives.
o Ensure account teams and partners are well-prepared and strategically positioned for all customer interactions.
o Maximize the value derived from SAP’s sales support ecosystem.
What You Bring
* 10+ years of experience in sales of complex business software/IT solutions.
* Proven success in business application software sales and leading team-selling environments.
* Demonstrated ability to handle large transactions and lengthy sales campaigns in a fast-paced, competitive market.
* Strong negotiation skills and experience in renewals, expansions, and upsells of subscription-based solutions.
* Fluent in Business English with proficiency in additional languages considered a plus.
Soft Skills
* Exceptional communication, both verbal and non-verbal.
* Strategic thinking with creativity and innovation.
* Strong executive presence and results-driven mindset.
* Ability to work across multiple teams within a matrix organization.
Meet Your Team
* Join a highly motivated team with a deep understanding of SAP’s solution portfolio.
* Collaborate with SAP leadership and industry teams to drive customer success.
* Align with product/solution management teams to enhance strategic engagements.
* Operate in a dynamic environment at the forefront of SAP’s customer engagements.
We’re committed to equal employment opportunity and to providing accessibility accommodations to applicants with physical or mental disabilities. If you require accommodations to navigate our website or to complete your application, please email Recruiting Operations Team at Careers@sap.com.
All qualified applicants will receive consideration for employment without regard to age, race, religion, national origin, ethnicity, gender, sexual orientation, gender identity or expression, protected veteran status, or disability, in accordance with applicable laws.
Successful candidates may be required to undergo a background verification with an external vendor.
For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process. Any violation of these guidelines may result in disqualification from the hiring process.
Requisition ID: 434387 | Work Area: Sales | Employment Type: Regular Full Time
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