Corporate Senior Account Executive

<p><span> </span><b>We help the world run better </b></p> <p>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.</p> <p><span><span><b>Key Areas of Responsibility and Tasks</b></span></span></p> <p> </p> <p><span><span>The General Business Sales Executive is focusing on complex sales engagements which are mainly partner-driven in the GB-segment. The GBSE may be specialize on industry or solutions based on the MU-market; he/she is working in conjunction with (I)PBMs and ISEs. The GBSE covers opportunities in partner/ SAP-accounts above a specific revenue threshold defined in the GTM-setup of the MU/Region. The objective is to coach the partner-sales teams on building a productive pipeline as well as maximizing the revenue via active engagements on selected opportunities.</span></span></p> <p> </p> <p><span><span><b>Main Responsibilities:</b></span></span></p> <p> </p> <p><span><span>Solution/ Industry specialize Business Development</span></span></p> <ul> <li><span><span>Aligns with PBMs on Partner Business Planning for the territory covered; identifies opportunities for further growth in the territory and becomes active, in collaboration with other GPO sales areas (PBMs, Inside Sales, etc).</span></span></li> <li><span><span>Response for creation, monitoring and review of business development activities around the solution- or industry- specialization area. Defines innovative approaches to generate business and executes either directly or via the partner-sales teams. Drives core strategies and actions to ensure KPI achievement.</span></span></li> <li><span><span>Coaches partner sales reps to interact with prospects in large or complex SW deals in his area of solution / industry expertise in order to position the value of the respective SW or industry solution as support by ROI, business case development, references, and support analyst data. Ensures high conversion rate from pipeline to deal closure, shortening of the sales process and improvement of win rate in order to achieve real volume business. Be an expert on the competition with their assigned industry and/or geography. Understand competitive threats (e.g. how to beat the competition).</span></span></li> <li><span><span>Drives deal closure by inserting him/herself in big and complex opportunities of partners assigned. Balances his direct / indirect activities in order to maximize the revenue in the territory assigned.</span></span></li> <li><span><span>Enables partners to independently drive business with the following resources:</span></span></li> <li><span><span>partner demand generation plan to build a business pipeline</span></span></li> <li><span><span>partner competency plan to ensure partner resources are trained on the latest solution and sales content,</span></span></li> <li><span><span>partner resource utilization plan so partners have full access to and are utilizing SAP tools and methodologies</span></span></li> <li><span><span>presales coaching plan for existing and new partners</span></span></li> <li><span><span>Generally, will be focused on volume segment and ensure alignment with Indirect Channel Mgt (respective Partner Business Managers, Inside Partner Business Managers) and Inside Sales based on key channel economics.  Where available will act in strong interrelationship / be co-located with similarly specialize sales roles (e g specializes AEs in Enterprise segment in regional centers of Expertise)</span></span></li> <li><span><span>Monitoring the effective and appropriate use of SAP assets (i.e.Presales) by partners.</span></span></li> <li><span><span>Reporting on sales progress throughout the year; identification of deviations from plans agree and actively engaging in measures to deliver goals agree to.</span></span></li> </ul> <p><span><span><b>Experience &amp; Language Requirements</b></span></span></p> <ul> <li><span><span>5+ years of experience selling business software and/or IT solutions</span></span></li> <li><span><span>Experience selling to CXOs</span></span></li> <li><span><span>Proven track record in target achievement</span></span></li> </ul> <p> </p> <p><span><span><b>Education</b></span></span></p> <p><span><span>Bachelor’s degree in related fields (Business/Engineering or Technology)</span></span></p> <p> </p> <p><span><span>Location</span></span></p> <p><span><span>Madrid or Barcelona</span></span></p> <p> </p> <p><span><span>#GCCS</span></span></p> <p><span><span><span id="cke_bm_1617S"> </span></span></span></p> <p>​<b>