Senior Account Executive - SAP Business Technology Platform (BTP) Federal/Civilian

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As an SAP Business Technology Platform (BTP) AE, you will develop a strategy and execute an intelligent enterprise sales plan resulting in cloud subscription revenue wins with existing SAP accounts. At a solution level, the BTP AE must develop and maintain an awareness of SAP’s current and future SAP initiatives in the areas of Digital Transformation, Process Optimization, Data Architecture & Data Fabric, Modern Analytics, and Application Optimization.  The ability to connect customer outcomes to SAP and partner solutions is key. Such solutions include products encompassing the cloud-based Business Technology Platform (including cloud versions of SAP HANA, EIM, Sybase Databases, Middleware, SAP Cloud Platform, Analytics, and SAP Analytics Cloud).  Acting as a knowledgeable resource for customers, the BTP AE must articulate SAP’s value proposition in platform & technology to Federal/Civilian accounts.

 

The BTP AE will be focused on driving innovation into customer accounts. A key component of the success of this role relies upon the AE's ability to learn and articulate how SAP can drive innovation into accounts, to improve revenue, margin, and market position. The AE will be supported by SAP resources, to communicate and quantify the vision for the customer – the AE will be the leading storyteller in the process. The BTP AE will work closely with other support resources (including presales and global sales support) to achieve their objectives. This role is part of the SAP Platform and Technologies Organization and will report to a regional leader.

 

Expectations and Tasks of Job:

 

1. Demonstrate the business benefits and value proposition of SAP Database, Data Management and Analytics, and Technology solutions.
2. Collaborate with support resources to maximize SAP BTP revenue.
3. Identify customer business pains and challenges and articulate those challenges into SAP solutions.
4. Identify areas of innovation within the client base, and then drive resources to prove the innovation and its business value for the customer.
5. Develop new business sales opportunities in new accounts.
6. Manage several complex sales opportunities simultaneously.
7. Win complex sales deals in a competitive environment to achieve sales targets.
8. Maintain broad and deep knowledge of SAP BTP portfolio, as well as industry trends.

 

Work Experience:

 

1. Experience selling Database, Data Management, Analytics and/or Technology solutions to large Enterprises.
2. Experience in SAP or Sybase Database & Data Management products preferred.
3. Experience with Analytical and Predictive Technologies including Cloud applications.
4. Management of large, complex sales cycles with expectations to achieve quota.
5. Strong communication and presentation skills with the ability to interact at the CXO level. Experience in both hunting for new business and expanding our business relationships in existing accounts.

 

Education and Qualifications/Skills and Competencies:

1. Minimum of 5 years of similar working experience
2. Possess hands-on knowledge of SAP, Sybase, Oracle, IBM, Microsoft, Teradata, Informatica, MapR, Microsoft, AWS, Google Cloud, Cloudera, Hortonworks, or other associated database and data management technology.
3. Possess hands-on knowledge of Analytic solutions such as Business Objects and other Cloud-based Analytics solutions.
4. Good understanding of Software/Systems/Database architecture
5. Ability to forecast/ manage sales expenses, and successfully close new business.
6. Proven problem-resolution, communication, planning & organizing, and execution skills.
7. Business development, prospecting, and presentation skills
8. Proven track record of exceeding sales objectives and territory/account development
9. Bachelor’s Degree

 

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