High Growth Senior Account Executive - Midwest

We help the world run better

Our company culture is focused on helping our employees enable innovation by building breakthroughs together. 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. Apply now!

Be part of a growing organization that is expanding SAP’s footprint and forging new relationships with some of the world’s largest and fastest-growing companies! We are a team of strategic growth partners, agents for innovation, and problem solvers filled with grit and passion for driving customer success.  The High Growth team works with our clients to accelerate their business strategy and improve outcomes by introducing them to SAP’s latest innovations. We always strive to help one another succeed with a collaborative environment where you can learn from your peers and have access to the resources you need to excel. 
 
The ideal candidates possess a hunter mentality, passion for client success, and put sales excellence and problem solving above all. Not sure if you have all the right qualities? We are excited about diverse backgrounds and unique profiles. #SAPCareersHighGrowthMarket
 
EXPECTATIONS AND TASKS:

 Account and Customer Relationship Management 

• Annual Revenue – Achieve and exceed quota targets.
• Sales Strategy – Develop comprehensive territory and account plans to ensure revenue target delivery and sustainable growth. 
• Hunter Mentality - Forge new and expanded relationships in your accounts and leverage those relationships to increased demand throughout the organization.
• Value Selling - Establish strong relationships based on knowledge of customer requirements and commitment to value.
• Customer Acumen - Understand each customer’s strategic growth plans, business challenges, technology strategy and competitive landscape.  
• Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. 
• Encourage all accounts to become SAP references. Effectively collaborate with the VAT to ensure consistency of message to customer. 
• Business Planning – Develop and deliver comprehensive business plan to address customer and prospect priorities and pain points.  

Demand Generation, Pipeline and Opportunity Management 

• Prospect for opportunities using various methods and technologies such as Outreach, Zoom Info and LinkedIn Sales Navigator.
• Pipeline planning & Partnership – Follow a disciplined approach to maintaining a rolling pipeline. Leverage support organizations including Marketing, Business Development, Partners and Channels to funnel pipeline into the assigned territory.
• Leverage SAP entire solution portfolio in sales pursuits, in collaboration with Line of Business (LoB) AEs.
• Support all SAP promotions and events in the territory.

Sales Excellence 

• Sell business value and outcomes vs technology features and functions.
• Maintain White Space analysis on accounts.
• Embody OneSAP by orchestrating resources and bringing together appropriate teams to execute winning sales.  
• Utilize best practice sales models.
• Understand SAP’s competition and effectively position solutions against them.
• Maintain CRM system with accurate customer and pipeline information.

Lead a Virtual Account Team 

• Demonstrate leadership skills in the orchestration of remote teams.
• Ensure effective and efficient utilization of VAT.
• Ensure account teams and Partners are well versed in each account’s strategy and well-positioned for all customer touch points and events.
• Maximize the value of all sales support organizations.

WORK EXPERIENCE: 

• 5+ years of experience in sales of complex business software / IT solutions
• Proven track record in business application software sales
• Experience in lead role of a team-selling environment
• Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.
• Business level English: Fluent

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES: 

• Demonstrated history of achieving a sales quota of $2 million or more in software revenue
• Hunter mentality with experience working the full cycle of complex sales and presenting to multiple levels of customer leadership.