Account Executive - Signavio (West)

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This role is part of the fast-growing Signavio Cloud Solution Sales team tasked with shaping our customers’ transformation journeys with SAP. This team will enable the customer journey to the Intelligent Enterprise in a scalable, repeatable, and systematic way, regardless of their starting point.  

  

Overview of the Role: 

The Signavio Senior Account Executive is an expert in Cloud Sales with a strong understanding of customer’s needs and power within the optimization and agility of business processes. The Signavio Senior Account Executive is a critical team member who is tasked with liaising with Sales IAE, COE, VAT, Partners, and the Customer to bring Signavio deals to close. The Signavio Senior Account Executive will be familiar with, and comfortable working in a highly matrixed environment, partnering with MU sales teams to build strategic pipeline and pursue opportunities. This role is a quota carrying sales role working collaboratively on accounts to consult and understand the challenges customers are facing and the role Signavio plays to support the customer transformation journey and their path to becoming an Intelligent Enterprise. The Signavio Senior Account Executive will clearly articulate the role Signavio plays in SAP's strategy through the delivery of our Signavio value prop highlighting value realization to the customer by leveraging Signavio to understand their business processes and drive greater value and agility across all stages of their business process lifecycle.  The Signavio Senior Account Executive engages in value-add conversations at the Executive level (i.e. CXO) and can make a highly complex process seem simple.  

  

Responsibilities:  

• Identify and qualify opportunities, develop and drive strategy.  

• Develop an opportunity plan containing the value proposition for SAP's Cloud ERP solution and services to potential customers & prospects in the territory. 

• Is adept at creating and nurturing senior executive relationships on their own, while positioning the SAP executive team. In that capacity: 

• Develop and execute programs to drive pipeline & close deals. 

• Accurately represents the status of the team's deals; the risks, the obstacles, the compelling event, the customer’s buying process, the competition, our differentiation.  

• Provide a consistently high level of forecast accuracy. 

• Works to uncover and run large sales cycles based opportunities as directed by the regional leadership.  

• Works with VAT team on sales campaigns.  

• Leads efforts to establish, develop, and expand market share and revenue attainment within named accounts.  

• Achieve/exceed revenue targets 

  

Minimum Job Requirements: 

• Proven track record of building and developing a pipeline 

• Consistent overachievement against revenue targets 

• 8+ years of experience selling business software and/or IT solutions (cloud sales experience preferred)  

• Detailed knowledge of and passion for BPM/BPA applications 

• Strong operational and analytical abilities 

• Strong interpersonal and presentation skills 

• Exceptional verbal and written communication skills 

• Collaborative style and ability to work in a networked organization with virtual teams 

• Experience selling cloud-based enterprise applications  

• Experience selling to CXOs  

• Experience with web-based conferencing tools 

 

 

 

We build breakthroughs together

 

SAP innovations help more than 400,000 customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with 200 million users and more than 100,000 employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic