Mid Market Account Executive jobs at Sap in United Kingdom, London

ROLE DESCRIPTION

EXPECTATIONS AND TASKS

· Annual Revenue - Achieve / exceed quota targets.

· 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 (value of counsel and expertise, value of

· Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references.

· 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.

· Support all SAP promotions and events in the territory

Sales Excellence

· 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.

· Maintain CRM system with accurate customer and pipeline information.

· Demonstrates 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.

WORK EXPERIENCE

· 7+ 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.

· Business level English: Fluent

· Local language: Fluent, Business Level

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

· Bachelor equivalent

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

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

Job Segment:CRM, Cloud, ERP, Account Executive, Technology, Sales

What you'll do:

The Account Executive (AE) role empowers customers to achieve their full potential by strategically positioning SAP cloud solutions to address their unique business challenges and lay a strong foundation for future success. The role includes the following key aspects:

• Account & Customer Relationship Management:
  • Serve as the end-to-end account owner, managing sales of software licenses and cloud subscriptions and establish a trusted relationship with the customer.
  • Develop and execute strategic account plans to ensure sustainable growth and achieve/exceed revenue targets.
  • Gain a comprehensive understanding of each customer’s technology landscape, strategic goals, and competitive environment.
• Demand Generation, Pipeline, and Opportunity Management:
  • Maintain pipeline management, ensuring a healthy and advancing sales funnel.
  • Leverage internal resources, including marketing, inside sales, and partner channels, to drive demand and manage opportunities.
  • Utilize SAP’s comprehensive solution portfolio, including industry-specific and line-of-business (LoB) solutions, to effectively address customer needs.
• Sales Excellence:
  • Conduct White Space analysis to identify and execute up-sell and cross-sell opportunities within existing accounts.
  • Orchestrate and deploy appropriate teams to ensure successful sales outcomes, embodying the "OneSAP" approach.
  • Stay informed about SAP’s competition and position SAP solutions effectively against them.
  • Maintain accurate customer and pipeline information within CRM systems.
• Leading a (Virtual) Account Team:
  • Lead and orchestrate remote and cross-functional teams to align with the customer’s strategic objectives.
  • Ensure that account teams and partners are well-prepared and strategically positioned for all customer interactions.
  • Maximize the value derived from SAP’s extensive sales support ecosystem.

What you bring:

• 10+ years of experience in sales of complex business software/IT solutions.
• Proven success in business application software sales and leading team-selling environments.
• Demonstrated ability to handle large transactions and lengthy sales campaigns in a fast-paced, competitive market.
• Strong negotiation skills and experience in renewals, expansions, and up-sells of subscription-based solutions.
• Fluent in Business English with proficiency in additional languages considered a plus.

Soft skills:

• Exceptional communication, both verbal and non-verbal.
• Strategic thinking with a high degree of creativity and innovation.
• Strong executive presence and results-driven mindset.
• Ability to work across multiple teams within a matrix organization.

:

• Join a highly motivated team with a deep understanding of SAP’s solution portfolio.
• Engage in collaborative work with SAP leadership and industry teams to drive customer success.
• Align with product/solution management teams to enhance your strategic engagements.
• Leverage your expertise while working in a dynamic and challenging environment at the forefront of SAP’s customer engagements.

We win with inclusion
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 theSuccessful 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

Please note that any violation of these guidelines may result in disqualification from the hiring process.Requisition ID: 434387 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid

• Annual Revenue - Achieve / exceed quota targets.
• 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 (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
• 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.
• Business Planning – Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Utilize VE, benchmarking and ROI data to support the customer’s decision process

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.
• Leverage SAP Solutions – Be proficient in and bring all SAP offers to bear on sales pursuits including Industry Solutions, LOB solutions (CRM, SCM, HCM, SRM et. al) and technology solutions (Business Analytics, Mobility, Database and Technology, et. al)
• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
• Support all SAP promotions and events in the territor

Sales Excellence
• 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 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 and well positioned for all customer touch points and events. Maximize the value of all sales support organizations

WORK EXPERIENCE

• 7+ 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.
• Business level English: Fluent
• Local language: Fluent, Business Level
• Oil and Gas experience is preferred

• Bachelor equivalent

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

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

• Drive the creation of memorable customer experiences by leveraging digital tools to deliver on the full customer lifecycle in one full motion with velocity and at scale
• Join a dynamic ecosystem focused on engaging customers digitally
• Work in an innovative, agile and growth-oriented environment
• Experience a culture that fosters collaboration, innovation and continuous learning

What you'll do:

We are seeking a determined, data-driven individual with a digital focus to accelerate market growth and adoption of SAP solutions. The Sales Development Executive (SDE) role guides and influences customers in their digital transformation journey, promotes SAP offerings, executes demand generation campaigns, and manages a defined territory in collaboration with various sales and demand teams. This is a quota carrying role.

• Guide and influence customers in early stages of their digital transformation journey
• Promote SAP offerings through various channels such as cold calls and email, customer meetings, events and customer roundtables.
• Execute demand generation campaigns for SAP's portfolio and solutions
• Manage a defined territory in collaboration with various sales and demand teams
• Secure new customer meetings through consultative conversations
• Manage early-stage pipeline to keep deals progressing
• Improve customer data quality and identify focus areas

What you bring:

• 1-2 years of experience in business development within the software industry
• Familiarity with SAP portfolio, particularly Enterprise Resource Planning, Human Capital Management, Customer Experience, & Spend Management.
• Ability to establish strong business relationships with SAP sales, marketing, and leadership teams
• Ability to articulate business challenges and transformation trends related to a specific industry
• Experience in strategic prospect outreach through a variety of engagement channels and tactics
• Ability to manage and prioritize work against a set of KPIs
• Understanding of standard demand generation funnel principles, customer engagement tactics and funnel progression practices.
• Experience working with customer engagement platforms and CRM systems.
• Understanding of standard data privacy and protection rules when working with B2B prospects data.
• Strong customer focus, business acumen and executive presence

Meet your team:

• Polished professionalism with excellent organizational and interpersonal skills
• Expert relationship building skills
• Fearlessness with a hunger to succeed
• Strong work ethic and results-oriented
• Ability to work independently with a proactive communication style

• Location - Alpharetta required
• Office requirement - Candidate(s) will be required to work 3 days a week in an SAP office/client site as per our Pledge to Flex return to office policy
• SAP is not offering relocation benefits for this role at this time.
• SAP is not offering current or future visa sponsorship for this role at this time.

AI Usage in the Recruitment Process

For information on the responsible use of AI in our recruitment process, please refer to our

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

Alpharetta
Atlanta

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

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

Job Segment:ERP, Pre-Sales, Cloud, Compliance, Account Executive, Technology, Sales, Legal

What you"ll do:

In this role, you are accountable for developing the Media business in India and APJ where needed as part of the Media IBU team. You will be responsible for supporting the development of pipeline, building GTM strategies, and scaling initiatives in the geography to increase industry pipeline and revenue, while also providing senior strategic sales cycle support across the table from VP+ level customers.

You will be part a diverse team that promotes the adoption of SAP solutions for the Media industry. This involves building trusted relationships with senior business executives from priority industry-relevant customer accounts, while supporting the Virtual Account Team (VAT) in various phases of the Customer Value Journey. You will align within the region and other functional areas such as development, marketing, services, Industry Advisory, and partner ecosystem to influence the future of SAP and partner solutions as they relate to Media.

• Market and GTM Strategy definition: Support the creation of multi-year Market, Solution, and Commercialization strategies by driving Industry Thought Leadership, supporting the IBU head in devising and developing annual Operational GTM Business Plans, identifying target markets and customers for sales, conducting intensive research on a global level through market and competition analysis.
• Field / Market Readiness and Demand Generation: Raising market awareness and demand for our Media Industry Value Proposition and Solution Offering. This includes supporting Regions and Market Units, Marketing, and the Global Partners Organization in demand generation planning and execution, Sales Plays and Market Awareness campaigns, driving demo definition, build & execution with use cases (in close collaboration with the Solution experience team).
• Enablement & Scaling - Build the Knowledge company: Together with SAP product engineering and partners, develop and cascade standard content which enables Sales and Sales Support teams to take our Value Proposition to Customers, for example, Executive Industry overview, Executive Points of View, Value Maps, Demo scripts, AI use cases and Sales Assets.

You will build and maintain strategic partnerships with internal and external decision-makers, representing SAP externally in the market. You will foster understanding and trust through effective communication, tailoring your style to different stakeholders.

What you"ll bring:

• Experience & Language Requirements: The ideal candidate will have the following skills in these approximate relative weightings: Industry knowledge across at least two media segments (40%), Management Consulting background at a manager or above level (30%) Knowledge of SAP Business Suite (20%) Executive presence at VP and above level for you customer counterparts (10%). These percentages are guides and may be adjusted based on candidate skills and experience.
• Specifically, more than 7 years of professional experience in Media or Gaming, either in the industry or at an SAP competitor. 3 years of experience in Consulting at a leading consulting company, doing business consulting.
• Demonstrated success in working in a matrix environment. Written and verbal fluency in English required, other languages an asset.
• Mobility: Ability and willingness to travel globally.
• Education: Bachelor's degree in Business Administration, Economics, Engineering, or Computer Science required.

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

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