Senior Account Executive - Midwest Consumer Accounts

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The Senior Account Executive’s primary responsibilities include prospecting, qualifying, selling, and closing new business to existing customers within the Midwest region. This position will be responsible for selling to large enterprise customers.  The Account Executive manages executive relationships and brings a point of view to customer engagements. This position is responsible for leading all resources within the Value-Add Team to solve customer problems with appropriate SAP solutions.  

 

This position is responsible for selling into large enterprise accounts within the Midwest region (MN, WI, IL, IN, MI, OH)

EXPECTATIONS AND TASKS:

 Sales Execution

• Revenue – Meet or exceed your quarterly targets and projected annual Cloud revenue goals.
• Cloud Consumption – Generally supports customer care for the consumption of software.
• Pipeline - Generate a 4x pipeline of your quota, forecasting accurate and feasible pipeline opportunities. 
• Deal and Pipeline Health – Manage accuracy in forecasting and the information maintained in supporting systems.
• Sales Cycle Execution - Demonstrate a strong understanding of SAP solutions and the necessary combinations of solutions for accurate client proposal generation; Demonstrate the ability to develop and lead a holistic sales cycle; Demonstrate your ability to individually create and deliver client proposals; Demonstrate your ability to personally close business.

Business Development

• Territory Planning – Develop a plan for your territory including large opportunities and a glide path to deliver them.
• Account Planning – Effectively execute Account Planning and appropriate follow-up actions. 
• Virtual Account Team (VAT) Management – Manage and effectively use your extended VAT to penetrate all customer buying centers to identify and qualify new opportunities.  Leverage whitespace to focus your team’s efforts.
• Events – Fully leverage SAP events such as SAPPHIRE and individual customer-centric events.

Customer Engagement

• Activity – Put day-to-day efforts into personally connecting with your customers. 
• Value-Sell – Leverage a value-centric and strategic perspective with your customers.
• Expansion and Customer Intimacy – Expand and deepen SAP relationships with your respective customers – with a special focus on development outside of traditional IT channels and partner networks.
• Executive Alignment – Develop and leverage SAP executive sponsorship. 

 

General

• Leadership – Demonstrate effective leadership of your entire “business” by strategizing and communicating with your team early and often.  Be the field general.  Lead your customer versus being led – think and act proactively.  Hold people accountable for corresponding actions. Effectively escalate and/or remove roadblocks.
• Partner – Utilize partners across all spectrums (internal and external) to support your objectives.
• Communication – Exhibit clarity, accuracy, frequency, and professionalism in all forms of communication. 
• Responsiveness – Be responsive and timely to all internal and external customer and partner requests.  Have a sense of urgency.
• Operational Excellence – Run your territory like a business in all regards. Utilize best practices.
• Attitude and Effort – Creatively approach issues and opportunities.  Put the effort in that is required and exhibit a can-do attitude.  

WORK EXPERIENCE:

• 10+ years of experience in sales of complex business software / IT solutions - Experience selling to large enterprise customers preferred.
• Proven track record in business application software sales including selling enterprise cloud applications.
• Experience in the lead role of a team-selling environment.
• Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative, and competitive market.
• Strong preference for experience with Industry and/or SCP Accounts

EDUCATION AND QUALIFICATIONS

• Bachelors Equivalent 

 

 

 

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