Account Executive - Mid Market Sales (North)

Job Description

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.

What you'll do
Business & Financial Acumen

• Understanding the customer’s entire end-to-end business model and be able to use that knowledge to develop unique SAP enterprise-wide solutions
• Tying economic, industry, sub-industry and business drivers to implications for the customer's business. Identifying non-obvious financial levers.
• Monetizing the value that SAP offers the customer
• Leading C-level conversations about financial directional, potential P&L benefit of deploying SAP software to support progress on their strategic business imperatives
• Linking the value of products and services with the deal price to overcome pricing objections

Influencing the Customer

• Preparing a complete plan outlining all the steps the customer will need to complete to reach an informed decision point
• Creating and delivering an insight that leads to differentiation
• Positioning the disruption that’s happening in the customer’s sub-industry to create a sense of urgency to drive transformation
• Positioning the advantages and challenges of various digital framework implementation engagement models.

Managing the territory as a Business

• Aligning the customer's strategic goals to SAP's competitive differentiators and map to SAP solutions
• Orchestrating, Influencing and leading VAT team functions and geographies to identify innovative and provocative points of view (POV) that help differentiate SAP as the digital platform of choice
• Aligning SAP and customer stakeholders and executives to the 4 Panel cadence model intended to align, prioritize and staff bidirectionally key initiatives

Demand Management & Pipeline Health

• Understanding key indicators of pipeline health (Coverage, Pace, Balance and Quality) and ability to recognize issues that must be addressed
• Creating a solid demand generation plan, leveraging multiple sources (i.e.: sales plays, marketing events, demand generation assets) and sales support teams

What you bring

• Bachelor of Engineering equivalent or Masters (preferred) with proved track record through 8+ years’ experience in sales of complex business software / IT solutions through consultative selling methodology
• Experience of managing SaaS solutions will be preferred
• Demonstration of success with complex, long-cycle sales campaigns in a fast-paced, consultative, and competitive market (preferably across the Digital Natives businesses)
• Proven abilities on managing highly complex organizations and applying risk-mitigation strategies to customer

Meet your team
SAP is looking out for a driven, growth-oriented field sales team member who will be responsible for driving key business decisions and focusing on navigating complex sales engagements within the Key Enterprise sector of SAP's Mid-market team (North Region). This role is an important driver for our cloud & on-prem business and offers huge opportunities to grow for you within the SAP ecosystem.

​Bring out your best

SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.

We win with inclusion

SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: Careers@sap.com
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

EOE AA M/F/Vet/Disability:

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Successful candidates might be required to undergo a background verification with an external vendor.

Requisition ID: 428740 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.