Midmarket Named - Sales Executive - Midwest

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POSITION: Midmarket Named - Sales Executive (Named Accounts)

LOCATION: Midwest  

ROLE DESCRIPTION:

The Midmarket Sales Executive’s primary responsibilities include prospecting, qualifying, selling, and closing new business to net new and current named customers in the Midwest US geography. The Midmarket Sales Executive brings strong leadership to customer engagements and uses resources within SAP and within SAP’s Value Added Resellers to solve customer problems with appropriate SAP products.

EXPECTATIONS AND TASKS:

• Account and Customer Relationship Management, Sales and Software License, and Cloud Subscription Revenue.
• Annual Revenue - Achieve/exceed quota targets for both On-Premise and Cloud software
• Sales strategies - Develop effective and specific account plans to ensure revenue target delivery and sustainable growth.   Develop relationships with new and existing customers and leverage them to drive strategy through the organizations.
• Trusted advisor - Establishes strong 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.
• Customer Acumen - Actively understand each customer’s 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.
• Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles.  Encourage all accounts to become SAP references.
• Business Planning – Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points.
• Demand Generation, Pipeline and Opportunity Management
• Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep the pipeline current and moving up the pipeline curve. 
• Pipeline partnerships – Leverage support organizations including Marketing, Inside sales, Partners, and channels to funnel pipeline into the assigned territory.  
• Leverage SAP Solutions – Be proficient in and bring all SAP offers to bear on sales pursuits including Industry Solutions, LOB solutions, and technology solutions
• Advance and close sales opportunities - through successfully executing the sales strategy and roadmap.
• Support all SAP promotions and events in the territory
• Sales Excellence & Sell Value.  
• Maintain White Space analysis and execution of initiatives (upsell and cross sell) on customer base.
• Orchestrate resources: deploy appropriate teams to execute winning sales including both SAP and Partner resources
• Utilize best practice sales models.
• Understand SAP’s competition and effectively position solutions against them.
• Maintain CRM system with accurate customer and pipeline information.
• Accurately forecast opportunities
• Leading a (Virtual) Account Team
• Demonstrates leadership skills in the orchestration of remote teams.
• Ensure account teams