Senior Account Executive (f/m/d) - Discrete Manufacturing Industries

<p><span><strong>We help the world run better </strong></span></p> <p><br/><span>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.  </span></p> <p> </p><p><span><strong>WHAT YOU'LL DO:</strong></span></p> <p> </p> <p><span>The Senior Account Executive (f/m/d) (AE) role empowers customers within Discrete Manufacturing Industries to achieve their full potential by strategically positioning SAP cloud solutions to address their unique business challenges and lay a strong foundation for future success. The role includes the following key aspects:</span></p> <p> </p> <ul> <li><span>Account &amp; Customer Relationship Management:</span> <ul> <li><span>Serve as the end-to-end account owner, managing sales of software licenses and cloud subscriptions and establish a trusted relationship with the customer.</span></li> <li><span>Develop and execute strategic account plans to ensure sustainable growth and achieve/exceed revenue targets.</span></li> <li><span>Gain a comprehensive understanding of each customer’s technology landscape, strategic goals, and competitive environment.</span></li> </ul> </li> <li><span>Demand Generation, Pipeline, and Opportunity Management:</span> <ul> <li><span>Maintain pipeline management, ensuring a healthy and advancing sales funnel.</span></li> <li><span>Leverage internal resources, including marketing, inside sales, and partner channels, to drive demand and manage opportunities.</span></li> <li><span>Utilize SAP’s comprehensive solution portfolio, including industry-specific and line-of-business (LoB) solutions, to effectively address customer needs.</span></li> </ul> </li> <li><span>Sales Excellence:</span> <ul> <li><span>Conduct White Space analysis to identify and execute up-sell and cross-sell opportunities within existing accounts.</span></li> <li><span>Orchestrate and deploy appropriate teams to ensure successful sales outcomes, embodying the "OneSAP" approach.</span></li> <li><span>Stay informed about SAP’s competition and position SAP solutions effectively against them.</span></li> <li><span>Maintain accurate customer and pipeline information within CRM systems.</span></li> </ul> </li> <li><span>Leading a (Virtual) Account Team:</span> <ul> <li><span>Lead and orchestrate remote and cross-functional teams to align with the customer’s strategic objectives.</span></li> <li><span>Ensure that account teams and partners are well-prepared and strategically positioned for all customer interactions.</span></li> <li><span>Maximize the value derived from SAP’s extensive sales support ecosystem.</span></li> </ul> </li> </ul> <p> </p> <p><span><strong>WHAT YOU BRING:</strong></span></p> <p> </p> <ul> <li><span>Several years of experience in sales of complex business software/IT solutions.</span></li> <li><span>Good understanding of Discrete Manufacturing Industries.</span></li> <li><span>Proven success in business application software sales and leading team-selling environments.</span></li> <li><span>Demonstrated ability to handle large transactions and lengthy sales campaigns in a fast-paced, competitive market.</span></li> <li><span>Strong negotiation skills and experience in renewals, expansions, and up-sells of subscription-based solutions.</span></li> <li><span>Full working proficiency in German and Business English. </span></li> </ul> <p> </p> <p><span><strong>Soft skills</strong>:</span></p> <p> </p> <ul> <li><span>Exceptional communication, both verbal and non-verbal.</span></li> <li><span>Strategic thinking with a high degree of creativity and innovation.</span></li> <li><span>Strong executive presence and results-driven mindset.</span></li> <li><span>Ability to work across multiple teams within a matrix organization. </span></li> </ul> <p> </p> <p><span><strong>MEET YOUR TEAM:</strong></span></p> <p> </p> <ul> <li><span>Join a highly motivated team with a deep understanding of SAP’s solution portfolio.</span></li> <li><span>Engage in collaborative work with SAP leadership and industry teams to drive customer success.</span></li> <li><span>Align with product/solution management teams to enhance your strategic engagements.</span></li> <li><span>Leverage your expertise while working in a dynamic and challenging environment at the forefront of SAP’s customer engagements.</span></li> </ul> <p> </p> <p><span>#ECSM-DE</span></p> <p> </p><p><span>​<strong>Bring out your best</strong></span></p> <p> </p> <p><span>SAP innovations help more than four hundred thousand customers worldwide work togethe