Sales Account Executive Expert - Install Base Corporate Segment

Job Description

We help the world run better
At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.

Key Areas of Responsibility and Tasks

• The Sales Account Executive Expert is responsible for focusing on complex sales engagements which are mainly partner-driven in the Install Base Corporate segment. The Corporate may be specialized on industry or solutions based on the MU-market; he/she is working in conjunction with Partner ecosystem and Line of Business Sales Executive. The Corporate 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.
• The Sales Account Executive’s primary responsibilities include prospecting, qualifying, selling and closing new business to existing customers. The Sales Account Executive brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate SAP products.
• Coaches partner sales reps to interact with prospects in large or complex Subscription deals in his area of solution / industry expertise in order to position the value of the respective Subscription or industry solution as supported by ROI, business case development, references, and supporting 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).
• Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue.
• Annual Revenue - Achieve / exceed quota targets.
• Sales strategies- Align SAP Cloud /SaaS solutions with the customer’s strategic objectives - Develops best practice account plans to ensure revenue target delivery and sustainable growth.
• Trusted advisor - Establishes strong management and C level relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise)
• 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.
• Demand Generation, Pipeline and Opportunity Management
• Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
• Pipeline partnerships – Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.
• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap. Negotiate early and against a win/win strategy for SAP and its customers.
• Support all SAP promotions and events in the territory – take an active, sales leadership role in SAP events
• Sales Excellence
• Build and share best practice sales and negotiation skills.
• Sell value.
• Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
• Orchestrate resources: deploy appropriate teams to execute winning sales. Create OneSAP.
• Utilize best practice sales models.
• Understand SAP’s competition and effectively position solutions against them.
• Maintain CRM system with accurate customer and pipeline information.
• Leading an Account Team
• Mentor Associate /Senior Account Executives.
• Demonstrate leadership skills in the orchestration of remote teams.
• 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

Key Areas of Responsibility and Tasks

• 8+ 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.
• Exceptional contractual and negotiation skills.
• Business level English: Fluent
• Local language: Fluent, Business Level

Education

• Bachelor equivalent: yes

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 world.

SAP is committed to the values of Equal Employment Opportunity and provides 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.

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements.

Successful candidates might be required to undergo a background verification with an external vendor.

AI Usage in the Recruitment Process

For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process.

Please note that any violation of these guidelines may result in disqualification from the hiring process.

Requisition ID: 450792 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid