(Senior) Account Executive (f/m/d) TLM - Travel, Transport, Telco, Logistics & Media

<p><span><span><b><span>We help the world run better </span></b></span></span></p> <p><br/> <span><span><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></span></span></p> <p> </p> <p><b><span><span>All SAP Locations in Germany like Berlin, Hamburg, Ratingen near Düsseldorf, Eschborn near Frankfurt, Walldorf near Heidelberg, Gerlingen near Stuttgart, Hallbergmoos near Munich etc. are possible.</span></span></b><br/>  </p> <p><span><span><b>What you'll do:</b></span></span></p> <p><br/> <span><span>The (Senior) Account Executive (f/m/d) (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:</span></span><br/>  </p> <p><span><span><b>Account &amp; Customer Relationship Management:</b></span></span></p> <p> </p> <ul> <li><span><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></span></li> <li><span><span>Develop and execute strategic account plans to ensure sustainable growth and achieve/exceed revenue targets.</span></span></li> <li><span><span>Gain a comprehensive understanding of each customer’s technology landscape, strategic goals, and competitive environment.</span></span><br/>  </li> </ul> <p><span><span><b>Demand Generation, Pipeline, and Opportunity Management:</b></span></span></p> <p> </p> <ul> <li><span><span>Maintain pipeline management, ensuring a healthy and advancing sales funnel.</span></span></li> <li><span><span>Leverage internal resources, including marketing, inside sales, and partner channels, to drive demand and manage opportunities.</span></span></li> <li><span><span>Utilize SAP’s comprehensive solution portfolio, including industry-specific and line-of-business (LoB) solutions, to effectively address customer needs.</span></span><br/>  </li> </ul> <p><span><span><b>Sales Excellence:</b></span></span></p> <p> </p> <ul> <li><span><span>Conduct White Space analysis to identify and execute up-sell and cross-sell opportunities within existing accounts.</span></span></li> <li><span><span>Orchestrate and deploy appropriate teams to ensure successful sales outcomes, embodying the "OneSAP" approach.</span></span></li> <li><span><span>Stay informed about SAP’s competition and position SAP solutions effectively against them.</span></span></li> <li><span><span>Maintain accurate customer and pipeline information within CRM systems.</span></span><br/>  </li> </ul> <p><span><span><b>Leading a (Virtual) Account Team:</b></span></span></p> <p> </p> <ul> <li><span><span>Lead and orchestrate remote and cross-functional teams to align with the customer’s strategic objectives.</span></span></li> <li><span><span>Ensure that account teams and partners are well-prepared and strategically positioned for all customer interactions.</span></span></li> <li><span><span>Maximize the value derived from SAP’s extensive sales support ecosystem.</span></span></li> </ul> <p><span><span><b> <br/> What you bring:</b></span></span></p> <p> </p> <ul> <li><span><span>Several years of experience in sales of complex business software/IT solutions.</span></span></li> <li><span><span>Proven success in business application software sales and leading team-selling environments.</span></span></li> <li><span><span>Demonstrated ability to handle large transactions and lengthy sales campaigns in a fast-paced, competitive market.</span></span></li> <li><span><span>Strong negotiation skills and experience in renewals, expansions, and up-sells of subscription-based solutions.</span></span></li> <li><span><span>Full working proficiency in German and Business English</span></span></li> </ul> <p> </p> <p><span><span><b>Soft skills:</b></span></span></p> <p> </p> <ul> <li><span><span>Exceptional communication, both verbal and non-verbal.</span></span></li> <li><span><span>Strategic thinking with a high degree of creativity and innovation.</span></span></li> <li><span><span>Strong executive presence and results-driven mindset.</span></span></li> <li><span><span>Ability to work across multiple teams within a matrix organization. </span></span></li> </ul> <p> </p> <p><span><span><b>Meet your team:</b></span></span></p> <p> </p> <ul> <li><span><span>Join a highly motivated team with a deep understanding of SAP’s solution portfolio.</