SAP Concur-Senior Account Executive, New Business-Enterprise

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Job Title: Senior Account Executive

  

What you'll do: The  Senior Account Executive (AE) role empowers customers 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:

•    Account & Customer Relationship Management:

o    Serve as the end-to-end account owner, managing sales of software licenses and cloud subscriptions and establish a trusted relationship with the customer.

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 line-of-business (LoB) solutions, to effectively 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 that account teams and partners are well-prepared and strategically positioned for all customer interactions.

o    Maximize the value derived from SAP’s extensive 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 up-sells of subscription-based solutions.

•    Fluent in Business English and [Local Language], with proficiency in additional languages considered a plus. 

 

Soft skills:

•    Exceptional communication, both verbal and non-verbal.

•    Strategic thinking with a high degree of creativity and innovation. •    Strong executive presence and results-driven mindset.

•    Ability to work across multiple teams within a matrix organization. 

Meet your team: