Senior Account Executive - Utilities (High Growth)

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The Senior Account Executive, Utilities assumes the overall leadership role within their assigned accounts.  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 AE overachieves the 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 some Utility industry knowledge, an entrepreneurial mindset, and a “hunter” mentality as they will be accountable for driving business primarily in new accounts.  Experience closing large, complex software license and subscription transactions is critical.  They will be responsible for driving opportunities that are based on the value of SAP’s entire solution portfolio: Industry ERP and CIS Solutions (S/4HANA), Customer Experience Management, Human Experience Management, Procurement and Technology Solutions (HANA, Business Analytics, Mobility, Database and Technology, et. al) and 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. #SAPCareersHighGrowthMarket

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

EXPECTATIONS AND TASKS:

Account and Customer Relationship Management, Sales and Software License, and Cloud Subscription Revenue.

• 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 them to drive strategy through the organization.
• Hunter Mentality - Forge new and expanded relationships in your accounts and leverage those relationships to increased demand throughout 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 VE, benchmarking, and ROI data to support the customer’s decision process.

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 - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve. 
• Pipelin