Senior Account Executive - Utilities - East

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The Senior Account Executive, Utilities assumes the overall leadership role within their assigned accounts – which are primarily large investor-owned Utilities. In this capacity, the Senior AE will identify and qualify opportunities within these Utilities, will develop and drive account strategy with the Extended SAP Team, and will develop strong and extensive executive relationships within each account.

 

The Senior Account Executive overachieves the subscription software revenue goal of their territory through the creation of a complete territory business plan that generates at least four times the quota in pipeline opportunity. The Senior AE possesses a strategic, consultative approach and excels at developing trust and alignment with Senior decision-makers. They must possess Utility industry knowledge, an entrepreneurial mindset, and a “Managing Partner” mentality as they will be accountable for driving business (new and renewal) across all domains. Experience closing large, complex cloud software transactions is critical.

 

They will be responsible for driving opportunities that are based on the value of SAP’s entire solution portfolio: RISE with SAP (S/4 HANA Industry ERP, CIS and EAM Solutions), CRM and Customer Experience, Human Capital Management, Spend Management, Business Process Transformation and Business Technology Platform. They will be an expert at communicating this value in a compelling business case to customers & prospects in order to achieve assigned quotas. The Senior AE creates and nurtures executive relationships independently and leverages the Extended SAP Team to ensure success for their customers and for SAP.

 

LOCATION – This position can be based anywhere in the East, in the proximity of an SAP office location.

 

EXPECTATIONS AND TASKS:

Account and Customer Relationship Management, New Cloud Subscription Revenue and Cloud Renewals.

• Annual Revenue - Achieve / exceed quota targets.
• Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships with new and existing customers and leverage to drive strategy through the organization.
• Trusted advisor - Establishes strong relationships based on Utility industry experience, 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.
• 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.
• Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references.
• Business Planning – Develop and deliver a comprehensive business plan to address customer and prospects' priorities and pain points. Utilize Value Engineering, benchmarking, and ROI data to support the customer’s decision process.

 

Demand Generation, Pipeline and Opportunity Management

• Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
• Pipeline partnerships – Leverage support organizations including Marketing, Inside sales, Partners, and channels to funnel pipeline into the assigned territory.
• Leverage SAP Solutions – Be proficient in and bring all SAP offers to bear on sales pur