Strategic Corporate Field; Industry AE - Toronto

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.

Strategic Corporate Field; Industry AE - Toronto

KEY AREAS OF RESPONSIBILITIES & TASKS

The Corporate Field Industry Account Executive’s primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers. They should bring a Point of View to the Customer engagement; use all resources to solve customer problems with utilizing the full suite of SAP products, with a heavy emphasis on the Partner community. They will have overall responsibility for ~ 35 strategic clients / prospects in the Greater Toronto area.

Subscription Revenue:

• Annual Revenue: Achieve / Exceed Net Cloud Booking targets, with a strong emphasis on SAP’s Business Suite, ERP, AI, Public Cloud, as well as indirect pursuits through partners.
• Sales Strategies: Develop effective and detailed account plans for strategic accounts to meet revenue targets and drive sustainable growth. Focus is on both increasing SAP’s walletshare within existing accounts, and also breaking into net new accounts. There is a large focus on selling the value of SAP’s entire Business Suite, as well as Business Data Cloud and AI overall to solve the client’s business needs.
• Territory & Partner Strategy: Formulate a comprehensive strategy to maximize coverage and support the growth of your territory through an extensive ecosystem.
• Customer Acumen: Gain a deep understanding of your client's technology footprint, strategic growth plans, technology strategy, and competitive landscape. Stay informed on key industry trends and issues by reviewing public information such as new executive appointments, earnings statements, and press releases for both the company and its competitors.
• Business Value Selling: Leverage Value Advisory consultants, benchmarking, and ROI data to aid the customer's decision-making process and build strategic business cases / roadmaps.
• Customer References: Encourage all SAP accounts to serve as references.

Demand Generation, Pipeline and Opportunity Management:

• Pipeline Planning: Adhere to a disciplined approach for maintaining a rolling pipeline, ensuring it remains current and progresses through the pipeline stages.
• Pipeline Partnerships: Utilize support organizations, including partners and channels, to funnel opportunities into the assigned territory.
• Leverage SAP Solutions: Demonstrate proficiency in all SAP offerings and apply them to sales pursuits, including Industry Solutions, the Intelligent Enterprise based on the Digital Core, LOB solutions (CRM, SCM, HCM, SRM, etc.), and technology solutions (AI, ML, Database and Technology, etc.).
• Advance and Close Sales Opportunities: Successfully execute the sales strategy and roadmap to advance and close sales opportunities.
• Support SAP Promotions and Events: Actively support all SAP promotions and events within the territory.
• Hunter Mentality: Exhibit a high-speed work ethic and a proactive, hunter mentality.

Sales Excellence:

• Sell value.
• Maintain Territory analysis and execution of initiatives (up sell and cross sell) on customer base.
• Effective forecasting and pipeline progression skills
• Work proficiently with Partners and Partner Business Managers to help partners find & close new opportunities on your behalf

Orchestrate resources:

• Deploy appropriate teams to execute winning sales. Create OneSAP, including the use of partner channel
• Understand SAP’s competition and effectively position solutions against them.
• Maintain CRM system with accurate customer and pipeline information.

Lead a (Virtual) Account Team:

• Demonstrates leadership skills in the orchestration of SAP and Partner teams
• Ensures account teams and Partners are well versed in your Top account’s strategy and well positioned for all customer touch points and events.

EXPERIENCE & LANGUAGE REQUIREMENTS

• 7+ years of experience in sales of complex business software / IT solutions
• Proven track record in business application software sales (particularly net new ERP focus)
• Experience in lead role of a team-selling environment.
• Demonstrated success with large transactions in a fast-paced, consultative and competitive market.

EDUCATION

• Bachelor equivalent: yes

SAP is not offering relocation benefits for this role at this time.

SAP is not offering visa sponsorship for this role at this time.

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.

SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 170,200 - 381,200 CAD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount, and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: www.SAPNorthAmericaBenefits.com.

Due to the nature of the role, which involves global interactions with SAP entities, as well as with employees and stakeholders in Canada, functional proficiency in English is required for positions based in the Quebec.

Requisition ID: 422045 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid