Senior Account Executive - Enterprise Segment

<p><b>We help the world run better </b></p> <p>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.</p> <p><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></p> <p><span><span>Key Responsibilities &amp; Tasks：</span></span></p> <p><span><span>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.</span></span></p> <p><span><span> </span></span></p> <ul> <li><span><span>Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue.</span></span></li> </ul> <ul> <li><span><span>Annual Revenue - Achieve / exceed quota targets.</span></span></li> <li><span><span>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.</span></span></li> <li><span><span>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.</span></span></li> <li><span><span>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.</span></span></li> <li><span><span>Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles.  Encourage all accounts to become SAP references.</span></span></li> <li><span><span>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.</span></span></li> </ul> <ul> <li><span><span> Demand Generation, Pipeline and Opportunity Management</span></span></li> </ul> <ul> <li><span><span>Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.</span></span></li> <li><span><span>Pipeline partnerships – Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory. </span></span></li> <li><span><span>Leverage SAP Solutions – Be proficient in and bring all SAP offers to bear on sales pursuits including Industry Solutions, LOB solutions  and technology solutions </span></span></li> <li><span><span>Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.</span></span></li> <li><span><span>Support all SAP promotions and events in the territory  </span></span></li> </ul> <ul> <li><span><span>Sales Excellence</span></span></li> </ul> <ul> <li><span><span>Sell value. </span></span></li> <li><span><span>Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.</span></span></li> <li><span><span>Orchestrate resources: deploy appropriate teams to execute winning sales.  Create OneSAP.</span></span></li> <li><span><span>Understand SAP’s competition and effectively position solutions against them.</span></span></li> <li><span><span>Maintain CRM system with accurate customer and pipeline information.  </span></span></li> </ul> <ul> <li><span><span>Leading a (Virtual) Account Team</span></span></li> </ul> <ul> <li><span><span>Ensure acco