Senior Account Executive

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.

Corporate Account Executive – Luxemburg

ROLE DESCRIPTION

SAP Corporate team marks an exciting evolution, bringing together the Midmarket organization, Grow for scaleups and the Digital Hub into a single, unified structure. This alignment paves the way for deeper collaboration, leveraging our shared strengths, and unlocking new opportunities for success.

A career with us offers an outstanding opportunity to be part of a dynamic business that thrives on working with partners to lead our customers to success, with best-in-class digital sales techniques and innovations.

The Corporate Account Executive (CAE) supports existing customers in their digital transformation towards cloud, is responsible for focusing on complex sales engagements and may be specialized on selected industries.

The CAE covers opportunities in partner- and/or SAP-accounts within an assigned Corporate Field territory (Luxemburg) and will work in close collaboration with (i)Partner Business Managers, Solution Specialists and other members of the Virtual Account Team.

His/Her objectives are to maximize revenue via active engagements on selected opportunities, ensure NLAC methodology, and to help the partner-sales teams on building a productive pipeline.

The primary responsibility of the CAE is to build and manage a pipeline of cloud opportunities, in Installed Base customers, and deliver incremental revenue through upselling and cross-selling efforts.

With a portfolio of Small & Medium Enterprise - focused offerings, the CAE has end-to-end responsibility for generating revenue for a set of assigned accounts in the Corporate segment. This includes territory planning, pipeline development, and deal progress through to closure.

As a CAE, you are expected to leverage best-in-class digital sales technologies, social tools, and offerings to succeed in winning business and creating lasting relationships with customers.

EXPECTATIONS AND TASKS

• Articulates SAP’s strategy towards customers and partners
• Drive incremental revenue in assigned territory. Responsible for territory strategy, coverage, planning, forecasting & Quota achievement.
• Demand generation planning to ensure coverage and collaboration with stakeholders across the organization, including Innovation & Optimization team, Marketing, Partner Business Managers, and others as required
• Responsible for creation, monitoring and review of business development activities around selected accounts. 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.
• Align with SAP Partners, engaging in territory planning, opportunity development, and offering pricing & solution support. Act as partners’ single point of contact during sales cycle by pulling in other SAP resources, including pre-sales teams, as needed.
• Creates and nurtures professional network with customers, partners and other infleuncers.
• Coaches partner sales reps to interact with end-customers in large or complex deals in order to position the value of the respective 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 within their assigned industry and/or geography. Understand competitive threats (e.g., how to beat the competition).
• Drives deal closure by personal involvement in larger and complex opportunities of partners assigned. Balances direct & indirect activities in order to maximize the revenue in the territory assigned.
• Reporting on sales progress throughout the year; identification of deviations from plans agreed and actively engaging in measures to deliver goals agreed to.

WORK EXPERIENCE

• Minimum 5 years experience in sales
• Experience in multi-channel go-to-market models and Indirect channel dynamics
• Understanding the principles of solution & cloud selling with and through Partners
• Knowledge of ERP market and software industry
• Local market knowledge and understanding
• Business level English: yes
• Business level local language: yes

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES

• Bachelor equivalent
• Master equivalent

​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: 430915 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.