Industry Account Executive: State, Local and Education (SLED) - Central

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. 

 

To accomplish these goals, the sales leader must develop specific territory plans to ensure growth in all areas of the business, minimize churn, uphold performance standards, and manage priorities for the extended sales team supporting the customer (sales specialist, industry executives, marketing, customer success partners, pre-sales, etc).

 

WHAT YOU’LL DO

The Account Executive’s primary responsibilities include prospecting, qualifying, selling, and closing new business to existing and net new customers. The Account Executive brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate SAP products.

• Cloud Subscription Revenue Sales & Renewals.  Annual Revenue - Achieve / exceed quota targets.
• Account and Customer Relationship Management.  Actively understand each customer’s technology footprint, strategic growth plans, 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.
• 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.
• Sales & Territory Strategies.  Develops effective and specific account plans to ensure revenue target delivery and sustainable growth.   Develop relationships in new and existing customers and leverage the team’s success as you lead across your designated territory.  Encourage all accounts to become SAP references.  Collaborate with the partners in the SAP eco-system.
• Business Planning.  Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points.   Utilize VE, benchmarking and ROI data to support the customer’s decision process.
• Demand Generation, Pipeline and Opportunity Management.  Follow a disciplined approach to maintain a rolling pipeline. Keep pipeline current and moving up the pipeline curve. 

• Leverage SAP Solutions. Be proficient in and bring all SAP offers to bear on sales pursuits including Industry Solutions, LOB solutions (CRM, SCM, HCM, SRM et. al) and technology solutions (Business Analytics, Mobility, Database and Technology, et. al)

 

 

 

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

 

• Bachelor’s degree or equivalent required.
• Advanced degree preferred.
• Experience in business application software sales required.
• 5+ years of experience in sales of complex business software / IT solutions.
• Must have general familiarity with consultative selling methodologies.
• Experience with state & local contracting vehicles and customer procurement processes desired.
• Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.

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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