דרושים Account Executive - Corporate Digital Toronto ב-Sap ב-Czechia, Prague

Key Responsibilities & Tasks：

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.

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

• 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 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.
• 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.

Experience & Educational Requirements

• 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

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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 andMandarin,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.

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We win with inclusion

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 . Specific conditions may apply for roles in Vocational Training.

EOE AA M/F/Vet/Disability:

Requisition ID: 424973 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.

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

WalkMe is looking for an experienced and motivated Account Executive to manage sale cycles to ensure WalkMe's continued growth. As a LAC Enterprise Account Executive at WalkMe, you'll report to the Director of Sales and seek new logos and cultivate highly strategic accounts. You'll use Salesforce, Clari, LinkedIn and other applications to run your sales process from introduction to close. You will partner with our Sales Engineering, Account Management, and BDR teams, among others.

WalkMe Account Executives lead a consultative sales cycle, based on Value-Selling, across multiple partners and departments within each client. You will drive cloud revenue growth by aligning customer needs with WalkMe solutions, providing domain expertise, and articulating value to achieve customer outcomes. The role supports renewals and expansions, fostering long-term customer relationships and successful solution adoption. Besides, you will also cultivate existing accounts across WalkMe's Enterprise Account segment.

• Manage sales activity and forecasting of revenue in SalesForce.com
• Manage the entire sales process from introduction to close over the phone, virtual meetings and in person meetings
• Ensures business critical metrics are attained as outlined in the WalkMe Sales Performance Framework
• Work with all levels of the target organizations, including senior executives at Enterprise accounts
• Builds Strategic partnerships with key decision makers in customer & partner organizations
• Maintain weekly sales forecast and achieve quarterly quota based on annual revenue and pipeline targets targets aligned with customer needs
• Identify and close new sales opportunities within targeted accounts as well existing customers
• Orchestrate and bring domain expertise to support key sales motions, aligning customer expectations between license sales and Partner services
• Present WalkMe solutions using a value-selling approach and methodology by understanding by Understand customer business goals and desired outcomes and aligning solutions to customer needs
• Articulate the expected value to customers, securing paths to future success and ensuring ongoing success to realize customer lifetime value.
• Leverage Partners to help drive booking, retention, and expansion

• Fluent in Business Level Portuguese and English
• Ability to travel minimum of 25%
• Must be located in São Paulo, Brazil
• Proven experience in Enterprise SaaS sales
• Experience engaging at the Executive level across an Enterprise
• Experience navigating complex technical discussions with IT at various levels
• Ability to implement our value-selling methodology
• Experience working with cross functional teams

**Please note that the recruitment process for this position will be conducted by the WalkMe recruiting team. Therefore, your resume will be shared with the WalkMe team to facilitate the recruitment process, and the interviews will also be handled by them.

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

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.

• Location - Alpharetta, Georgia
• 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.

What you'll do:

Digital Solution Advisor (dSA) is a customer-facing role mapping product capabilities to requirements of prospects to support value messaging and articulate how SAP is uniquely positioned to deliver their desired outcomes (with a specialization in the nuances of digital sales techniques). DSAs serve as domain experts and spokesperson(s) for designated solution or product segment. DSAs are responsible for integrating SAP knowledge with modern digital sales methodologies, ensuring effective communication of product value and facilitating tailored solutions proposals for clients.

Area 4: Leadership

You will have responsibility to teach and mentor. You will be asked to serve as a go-to person in your domain which includes collaborating with product and solution teams.

What you bring:

• As a specialist in Enterprise Asset Mgmt space, you will focus and have had experience in the overall lifecycle management and maintenance of physical assets including three or more of the following areas: capital planning and procurement, installation and maintenance, performance and risk mgmt., through asset disposal with 6+ years of relevant presales AND \ OR operational experience

• Bachelor's degree (or equivalent) required, MBA or equivalent degree required from accredited university preferred (ideally with focus on supply chain management, operations management, or industrial engineering)

• Extensive knowledge/background in operational and corporate enterprise asset mgmt end-to-end business processes

• SAP EAM solutions including S/4 Plant Maintenance, SAP Asset Performance Mgmt, Field Service Mgmt, Service & Asset Manager, Asset Mgr for Resource Scheduling

• Candidate will bring a distinguished combination of digital proficiency, technical acumen, and seasoned customer engagement expertise. A solid foundation of >5 years in (digital) presales, technology consulting, or a comparable customer-facing role is essential, with a demonstrated proficiency of at least one solution/LoB segment together with a demonstrated history of leveraging digital tools and methodologies to drive sales and client engagement

• The candidate should have a track record of successfully navigating complex digital solution presentations, adeptly handling technical challenges, and building collaborative bridges between sales, technical, and digital teams

• Experience in driving digital transformation in presales, advocating for the adoption of innovative digital tools, and steering teams through intricate digital sales cycles is imperative

The NA SAP Digital Hub is one of most exciting and innovative teams in the company, aimed at delivering exceptional customer experiences in a scalable, speedy, and personalized fashion. If you are interested in shaping the future of digital transformation, then this role is for you. You will be empowered and supported to do what is right for our customers while expressing your creativity and ingenuity. Our Digital Solution Advisors shine doing what they love to do – help people, tell stories, and connect opportunity to a solution.... with PASSION!

• You will be joining one of the leading and most innovative teams in the company, aimed at delivering exceptional customer experiences in a scalable, speedy, and personalized fashion.

• Customer Advocate: Collaborate to complement solution expertise and support customers.

• Global Digital Content Factory: Leverage digital assets created by the team throughout customer engagement.

• Implementation Partner/Customer Services & Delivery: Efficiently transition customer engagement for successful deployment and realization of solution value.

• SAP Account Teams: Share best practices and collaborate on providing solutions and services support across the entire customer journey.

We win with inclusion

Alpharetta
Atlanta

EXPECTATIONS AND TASKS:

• Works with the Sales Manager and team to develop and execute programs to drive pipeline & close deals
• Works with the Regional VAT to educate target accounts on the solution set and conducts account planning for strategic deals
• Works to uncover and run sales cycles based opportunities as directed by the Regional Sales Lead
• Works with VAT team on sales campaigns
• Leads efforts to establish, develop, and expand market share and revenue attainment within named accounts
• Works to attain various sales objectives related to securing new business opportunities within named customers
• Develops sales best practices securing repeatable and expansive opportunities across named accounts
• Develop and nurture relationships with ISV and SI partners

WORK EXPERIENCE:

• 8+ years of experience selling business software and/or IT solutions, preferably Customer Experiene Solutions
• Experience selling to C-suite
• Proven track record in target achievement

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:

• Bachelor’s degree in related fields (Business / Engineering or Technology)
• Completion of Sales Methodology training preferred
• Communication skills
• Teamwork & Collaboration
• Presentation skills
• Sales Product Solution Knowledge

Language requirements:Native Spanish and fluency in English are required

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YOUR FUTURE POSITION

Main responsibilities:

• Drive all aspects of a strategy project incl. e.g., identifying issues, forming hypotheses, designing and conducting qualitative and quantitative analyses across a broad range of topics, synthesizing conclusions, driving stakeholder consensus, deriving a strategy and an executable plan
• Take prominent roles in shaping and executing strategic initiatives and transformation projects end-to-end – from the start of a project through its transformation
• Proactive stakeholder and expectation management; build-up/maintain large network across all involved roles on operational level to support collaboration & execution
• Act as trusted advisor and strategy evangelist to SAP's senior leaders and executives

YOUR PROFILE

• Strategic understanding of market- and macroeconomic environment, latest product and technology innovations and industry dynamics
• Holistic thinker with good understanding for SAP strategy, transformation, and challenges
• Ability to conduct sophisticated qualitative and quantitative analyses across a broad range of topics and formulate strategic recommendations
• Ability to drive multiple complex programs and projects collaborating with executive and senior stakeholder across the organization and outside of SAP
• Good track record in participating in and leading high-impact, data-driven initiatives
• Effective written, verbal, presentation, and interpersonal skills – for executive audiences
• Master’s or bachelor’s degree or equivalent ideally in Business Administration, Economics, (Computer) Science or Engineering
• Solid professional work experience and experience in management consulting, preferably in a strategy consulting firm or in-house consulting in relevant industries, and/or strategic product management, is a plus
• Excellent knowledge of Microsoft 365 (Excel, PowerPoint) required
• Excellent knowledge of English required, knowledge of German is a plus
• Self-motivated and enthusiastic with the ability to work with speed and accuracy

Your key tasks:

• Management of the project portfolio from SAP Services
• Act as a lateral teamlead for delivery partners
• Delivery management of selected number of most strategic projects/customers in Austria; representing services management in steering committees and at customer’s executive level
• Owning projects End-2-End and ensuring customer outcome
• Proactive coaching of project managers for his/her project portfolio
• Leading “virtual” teams closely aligned with respective management stakeholders
• Strong cooperation and collaboration with regional delivery teams and the head of project management to leverage methodologies, tools and proven assets
• Delivery related KPI management
• “De-escalation” manager in customer projects
• Strong involvement in strategic bids (deal qualification, deal shaping, delivery mix, model company)
• Run regular project review meetings for the most strategic customers/projects

Responsibilities:

• Management of the project portfolio in close collaboration with the Head of Services
• End-2-End ownership and accountability for selected number of strategic projects in Austria
• Delivery management: qualitative & quantitative incl. controlling, risk management and process excellence
• Manage on-/near and offshore delivery teams, “virtual” people management
• Establish a trusting relationship with most strategic customers in Austria thru a world-class delivery and solid stakeholder management at the executive-level
• Establish a working governance model with most relevant partners to expand SAP delivery capabilities in Austria at scale
• Forecast management (revenue and contribution)
• Customer satisfaction

Project portfolio tasks:

• Manages project-portfolio related KPIs
• Resolves escalations appropriately
• Ensures that goals and milestones are met and approved budgets are contained
• Is the operational link between the company's overall strategy and achieving business results
• Manages complex environments and project settings
• Realization of multiple high impact initiatives towards broad corporate goals
• Deepest project management experience
• Builds and maintains strategic partnerships with key decision makers internally and in partner and customer organization
• Represents SAP management externally
• Ensures understanding, trust and open cooperation in and between project teams through effective and appropriate communication
• Communicates messages relevant for project in a timely manner and with constructive feedback to project team & senior management team
• Builds and maintains strategic partnerships with key decision makers internally and in partner and customer organization
• Decides and recommends technical proceedings with and to Top Executives
• Provides future vision of technology and is on the leading edge of research and development
• Is the operational/functional link between the company's overall strategy and achieving business results
• Realization of multiple high impact initiatives towards broad corporate goals
• includes team lead or supervisory responsibilities
• Represents SAP regarding specific functional and cross-functional areas
• Ensures understanding, trust and open functional cooperation through effective and appropriate communication

General Experience/Skills:

• Native/fluent German and English is a must
• Minimum 5 years of delivery management experience is a must
• Experience with off-/nearshore delivery
• Deepest understanding of SAP Activate, Agile delivery as well as DevOps
• Proven track record in delivering successful Go-lives in both Cloud and OnPrem
• Strong communication silks
• University degree, preferably in engineering, information technologies or economics

The salary, exceeding the collective agreement, starts at a gross amount of €65.000 (excluding bonus) and varies according to individual qualifications and work experience.