Midmarket Industry Account Executive, High Growth - East

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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. 

Preferred Location:  SAP Office in the Northeast region

ROLE DESCRIPTION:

The Midmarket Industry Account Executive’s primary responsibilities include prospecting, qualifying, selling and closing new business to net-new and current Named customers in the Northeast geography. The Midmarket Industry Account Executive brings strong leadership to the Customer engagement; 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 Cloud software
• Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth.   Develop relationships in new and existing customers and leverage to drive strategy through organization.
• 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 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 the successful execution of 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 (up sell and cross sell) on customer base.
• Orchestrate resources: deploy appropriate teams to execute winning sales including both SAP and Partner resources