Services Sr. Account Executive (Utilities)

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. 

 

The Opportunity

 

SAP Services Account Executives (SAE) enable customers to realize the vision of the Intelligent Enterprise and embrace the promise of the experience economy.  As the key customer-facing asset in our Services Sales organization, the SAE is responsible for positioning SAP Services as the differentiated partner that will help our clients achieve time-to-value while controlling implementation and operational costs on their path toward digital transformation and adoption of next-generation technologies. 

 

The primary focus of the Services Account Executive is to embrace a Customer-First mentality. With core focus on the customer, the SAE works with a cross-section of talented and energetic SAP account team members to drive demand across the SAP Services portfolio.  Customer engagement models range from fundamental engineering services in a Value-Assurance capacity to a fully integrated service delivery model involving innovation, core consulting, and premium support services. The successful SAE is able to articulate the full E2E transformation journey to our customers while striving to optimize consumption of SAP Services and technology.

 

Responsibilities

 

Demand Generation: Conduct detailed research and comprehensive analysis on customer industry and specific customer account business imperatives and challenges; Develop territory and account plans, leveraging all assets available (e.g. lines of service, marketing events, delivery resources) that represent pipeline growth and business opportunities; Ensure adequate pipeline coverage by leveraging the breadth of SAP Services’ entire portfolio of products and services; identify the intersection of customer business challenges with SAP Services capabilities; Continuously review and update territory and opportunity plans based on a dynamic customer environment.

 

Sales Execution: Become an expert in the customer decision making process and develop relationships with key decision makers, nurture champions and coaches, and progress a deal through sales cycle. Facilitate customer discovery and implementation scoping sessions to define requirements for input into implementation plans, estimates, resource models, and pricing models; Create and deliver customer presentations on implementation methodology, approach, best practices, risk mitigation strategies, and deployment recommendations that ensure customer success; Lead formulation and delivery of formal services proposals, RFP responses, Statements of Work (SOW); Update, maintain, and accurately report out regular updates to sales forecast.
 

Brand Ambassador: Build strong internal relationships with license sales, alliance partners, services delivery, product management, and other groups in the spirit of the SAP Building Bridges behavior; Embrace SAP’s purpose-driven culture to help the world run better and improve people’s lives; Maintain situational awareness of SAP marketing and brand identity campaigns; Be prepared to interact with and present to 'C' level executives at SAP Customers.
 

Technology Industry Leader: Continue to research and educate oneself formally in organized education forums and informally with  internal sales collateral, competitor content, and internal eLearning resources related to SAP business; Be aware of, understand, and participate in professional association activities relevant to customer’s industry; Maintain knowledge and understanding of tech industry trends and the practical applications of emerging technologies (e.g.., IoT, Machine Learning, Blockchain, AI) Leverage social media and other tools to expand awareness of SAP innovations; Proactively position SAP’s thought leadership role in business process transformation and technology advancement.

 

Qualifications & Skills

 

Minimum of 8 -12 years of experience in sales or business development activities including generation and management of opportunities, bids, deal closure and relationship management.  SAP product and prior enterprise business application software or implementation experience is preferred. 

 

Experience working collaboratively through effective comm