(Senior) Gobal Account Executive - Strategic Customer Program MEE (f/m/d)

 

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. 

 

 

What You'll Do:

As an (Senior) Global Account Executive, you will empower SAP's strategic customers to unlock their full potential by effectively positioning SAP cloud solutions to tackle unique business challenges and build a foundation for future success. Your role encompasses several key aspects:

 

Account & Customer Relationship Management:

• Serve as the end-to-end account owner, overseeing sales of software licenses and cloud subscriptions while establishing trusted customer relationships.
• Develop and execute strategic account plans to ensure sustainable growth and exceed revenue goals.
• Attain a comprehensive understanding of each customer’s technology landscape, strategic objectives, and competitive environment.

 

Demand Generation, Pipeline, and Opportunity Management:

• Maintain effective pipeline management to ensure a robust and advancing sales funnel.
• Utilize internal resources, including marketing, inside sales, and partner channels, to drive demand and manage opportunities.
• Leverage SAP’s extensive solution portfolio, including industry-specific solutions, to meet customer needs.
• Handle commercial calculations and documentation for infrastructure changes.
• Review and reconcile monthly balance statements.
• Ensure accurate documentation of changes and forecasts.

 

Sales Excellence:

• Conduct White Space analysis to identify up-sell and cross-sell opportunities within existing accounts.
• Lead and coordinate teams for successful sales outcomes, embodying the "OneSAP" approach.
• Stay informed about SAP’s competition and strategically position SAP solutions.
• Ensure accurate maintenance of customer and pipeline data in CRM systems.
• Develop, maintain, and execute Outcome Success Plans (OSP) to secure renewals and enable business expansion.
• Contract Management
  • Commercial calculations, handling, and documentation of change forms for infrastructure changes
  • Reconciliation, review, correction, and reconciliation of monthly balance statements
  • Documentation of changes and forecasts

 

Leading a (Virtual) Account Team:

• Lead remote, cross-functional teams to align with customer strategic objectives.
• Prepare account teams and partners for strategic customer interactions.
• Maximize value from SAP’s extensive sales support ecosystem.

 

What You Bring:

• 5+ years of experience in sales of complex business software/IT solutions.
• Proven success in business application software sales, thriving in team-selling environments.
• Ability to manage large transactions and lengthy sales campaigns in a fast-paced market.
• Strong negotiation skills with experience in renewals, expansions, and up-sells of subscription-based solutions.
• Fluent in Business English and German; additional languages advantageous.
• Strategic thinking, creativity, and innovation.
• Strong executive presence and a results-driven mindset.
• Ability to work across multiple teams in a matrix organization.