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Senior Account Executive

4 tygodni temu

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Senior Account Executive - Public Sector

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. 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.

ROLE DESCRIPTION

The Account Executive's primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers. The Account Executive brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate SAP products.

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

  • Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organization.
  • Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value. Builds a foundation on which to harvest future business opportunities.
  • Customer Acumen - Actively understand each customer's technology footprint, strategic growth plans, and competitive landscape. Review public information for the company and its competitors to remain updated on key industry trends.
  • Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles.
  • Business Planning - Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points.

2. Demand Generation, Pipeline and Opportunity Management

  • Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline.
  • Pipeline partnerships - Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.
  • Leverage SAP Solutions - Be proficient in and bring all SAP offers to bear on sales pursuits.
  • Advance and close sales opportunities through the successful execution of the sales strategy.
  • Support all SAP promotions and events in the territory.
  • Sell value.
  • Maintain White Space analysis and execution of initiatives on customer base.
  • Utilize best practice sales models.
  • Understand SAP's competition and effectively position solutions against them.
  • Maintain CRM system with accurate customer and pipeline information.

4. Leading a (Virtual) Account Team

  • Demonstrates leadership skills in the orchestration of remote teams.
  • Ensure account teams and Partners are well versed in each account's strategy.
  • Maximize the value of all sales support organizations.

Experience & Language Requirements

  • 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.
  • Knowledge and experience working with Polish Central Government institutions.
  • Demonstrated success with large transactions and lengthy sales campaigns.
  • Business level English.
  • Polish - Fluent.

Education

Quantitative Key Success Factors

  • Software License Revenue.
  • Solution License Revenue.
  • Pipeline / Opportunity Management.
  • Customer Satisfaction.
  • Quota Achievement.
  • Number of deals.

Qualitative Key Success Factors

  • Self-Development / Learning and Growth.
  • Partner and 3rd Party Engagement.
  • Demonstration of opportunity up sell / cross sell.
  • Activities performed and recorded to demonstrate the relationship management of assigned accounts.

Bring out your best

SAP innovations help more than four hundred thousand customers worldwide work together more efficiently. SAP has evolved to become a market leader in end-to-end business application software and related services.

We win with inclusion

SAP's culture of inclusion and flexible working models help ensure that everyone feels included and can run at their best. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with disabilities.

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, sexual orientation, gender identity or expression, protected veteran status, or disability.

Requisition ID: 416726 | Work Area: Sales | Expected Travel: 0 - 50% | Employment Type: Regular Full Time.

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