דרושים Account Executive - Corporate Digital ב-Sap ב-שוויץ

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- Align SAP Cloud /SaaS solutions with the customer's strategic objectives - Develops best practice account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive complex strategy through complex and global organizations.
• Trusted advisor - Establishes strong management and customer 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). Demonstrate early adoption of all new solutions and strategies.
• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap. Negotiate early and against a win/win strategy for SAP and its customers.
• Support all SAP promotions and events in the territory - take an active, sales leadership role in SAP events.
• Build and share best practice sales and negotiation skills.
• 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.
• 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

• 5+ 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.
• Exceptional contractual and negotiation skills.
• Business level English: Fluent
• Local language: Fluent, Business Level
• Education: Bachelor degree or equivalent

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

Core Responsibilities:

• Client Engagement : Build relationships with decision-makers and drive demand for SAP services.
• Sales Strategy : Develop opportunity plans, drive revenue, and manage the sales process from lead to closure.
• Project Scope : Collaborate with internal teams to properly scope projects according to client needs.
• Networking : Represent SAP at events, conferences, and other forums to support sales campaigns.

Key Responsibilities:

• Account Management : Understand customer technology needs, create account plans, and act as a trusted advisor.
• Team Orchestration : Lead SAP teams to execute sales strategies and meet customer needs.
• Commercial Accountability : Own revenue targets, manage bids, and ensure deals comply with internal governance processes.
• Service Delivery : Ensure a smooth hand-off from sales to delivery and support teams in ongoing contracts.

Commercial & Service Delivery:

• Revenue Management : Responsible for hitting services revenue targets and ensuring accurate sales forecasts.
• Deal Shaping : Craft deals aligned with customer needs and SAP’s sales process.
• Sales to Delivery Transition : Ensure the delivery team is equipped to meet contract obligations.

Collaborative Working Environment:

• Team Player : Act as a core member of the extended Sales Account Executive team.
• Self-Aware : Recognize personal strengths and areas for growth.
• Customer Respect : Treat colleagues and customers with fairness and professionalism.

Experience & Educational Requirements:

• Sales Experience : Proven success in managing medium to large enterprise transactions, with 7+ years in quota-carrying roles.
• Industry Knowledge : Expertise in enterprise software, consulting, and deep industry domain knowledge.
• Partnership : Experience working with SAP's partner ecosystem.
• International Experience : Working with multinational customers.

Educational & Language Requirements:

• Education : Master’s degree (MBA preferred).
• Languages : Fluent in English, German, French (would be advantageous)

As a Sales Development Executive, you will work and develop in a rich, stimulating environment where you have daily access to technical experts, subject-matter experts, and business professionals. You will find the learning environment highly stimulating, where employees acquire knowledge and skills through instructor-led classes, e-learning courses and work shadowing with the sales team with the view of progressing into an Account Executive role.

Role Description
The Supply Chain Management (SCM) SDE function plays a crucial role in the sales cycle and acts as a sparring partner for both - Marketing and Sales. As an SDE you are responsible for identifying and creating new qualified sales opportunities in target accounts in Middle and Eastern Europe. For our customers you will act as a trusted advisor and will develop relationships with prospects, acting as the initial point of contact.

You will also:

• Developing sales strategies to draw in prospects or to solicit new potential customers
• Initiating contact with potential customers through cold-calling or responding to inquiries and leads generated by Marketing
• Creating relationships with customers to identify their potential needs and qualify their interests and viability to drive sales
• Planning and execution of outbound campaigns with state of the art tools
• Marketing support for major SAP events

Role Requirements

• Strong sales hunting skills
• At least 1 years’ experience in telemarketing and/or Demand Generation/Sales Experience working in a software sales organisation
• Experience of modern digital prospecting techniques such as LinkedIn and Social Media Listening, blended with traditional demand generation activities- i.e cold calling
• Proven ability of working to targets in a sales environment
• Understanding of business challenges facing a defined industry and line of business
• Bachelor’s degree
• Fluency in German and English is required.
• Team Player

DACH Region

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Job Segment:Supply Chain Manager, ERP, Cloud, Supply Chain, Developer, Operations, Technology

What you'll do:

· 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:

• 5+ 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.

• Will support Large Enterprise Accounts.

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.

We win with inclusion

HoustonJob Segment:Cloud, CRM, Account Executive, Inside Sales, Technology, Sales

Area 1 – Industry GTM Planning & Strategy:

• Develop and execute a quality and actionable Industry plan for the North American market

• Quarterly industry business plan review & Global Industry Business Unit interlock

• Enable Sales, Marketing, Inside Marketing & Sales, and other VAT team members on what it takes to differentiate by industry – both within SAP and externally with industry influencers and partners

• Develop compelling industry specific content for North America in support of the 5 areas

• Cloud mindset across the Professional Services industry

Area 2 – Drive Awareness & Generate Demand for the Industry in North America:

• Development of SAP's brand in the industry through thought leadership, content creation, appearances in industry events, articles and social & traditional media interviews, etc.

• Create and nurture industry customers and communities such as ASUG

• Get doors open. Build new connections and qualified pipeline opportunities

• Execute with Marketing on events, social and digital plans

• Provide Industry advisory for account planning

Area 3 – Mature Industry Opportunities in Pipeline:

• Accelerate pipeline opportunity conversion to qualified customer engagements (F to D Conversion)

• Develop industry specific account strategies

• Deliver industry specific customer experiences

• Conduct executive first meetings to differentiate SAP based on industry relative to the customer’s objectives

Area 4 – Support Deal Execution:

• Differentiate SAP by industry throughout the sales cycle to increase win-rates and grow deal sizes

• Help shape the engagement (C to B stage) by advising the sales teams to ensure a right industry message is delivered in deal engagement and execution deliverables like RFP Responses, Business Cases, Product Demos, industry solution architecture, etc.

• Lead customer executive conversations

• Support post sale advisory and Executive Steering Committee meetings for top accounts in plan

• Support Industry Customer Advisory Councils and Networking

• Build and nurture customer references

What You Bring

· 10+ years of relevant Professional Services industry experience preferred either as a practitioner or an operational consultant to the industry

· 3+ years of application solution / product experience (preferably SAP)

· Business Development and/or Management Consulting experience

· Knowledgeable on Professional Services

o How technology needs to support all above.

· Industry reputation / brand - network of industry relationships. Participation in relevant industry associations is a strong positive

· Proficient speaker in customer 1:1 and 1: Many event situations.

· Experience building and retaining strong customer relationships

· Experience in diverse technology landscape and process/technology integration issues

· Must exhibit an executive presence with Proven CxO engagement skills

· Excellent and energetic public speaking skills

· Growth / business ownership mentality and approach = build and grow a business

· Great storyteller using customer examples to explain 1) why do anything, 2) why now, 3) why SAP

· Product marketing acumen (segment, target, content, lead strategy, digital, social, etc.)

· Solution selling acumen – ability to differentiate in complex sale

· Building storylines and high-quality presentations in PowerPoint with a very keen eye for detail

· Can do attitude with passion for how technology can be used to enable industry strategic initiatives.

· SAP technology knowledge is a bonus (consulting / presales / solution management is a plus)

· Flexible work environment with culture of trust and teamwork

· Learning never stops

Candidate(s) will be required to work 3 days a week in office/client site as per our Pledge to Flex return to office policy

We win with inclusion

Plano
Dallas

What you'll do:

• Account & Customer Relationship Management:
  • Serve as the end-to-end account owner, managing sales of software licenses and cloud subscriptions while establishing trusted relationships with customers.
  • Develop and execute strategic account and territory 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:
  • Drive and lead a comprehensive net-new demand program leveraging self-generated outbound activity with extended resources in marketing, business development and partner channels.
  • Maintain pipeline management, ensuring a healthy and advancing sales funnel through opportunity progression.
  • Leverage SAP’s comprehensive solution portfolio, including industry-specific and line-of-business (LoB) solutions, to effectively address customer needs.
• Sales Excellence:
  • Conduct account and territory research and analysis to identify and execute net new opportunities.
  • Orchestrate and deploy appropriate internal and partner 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:

• 3+ 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.
  

Meet your team:

• 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 the partner ecosystem to create dynamic sales engagements with customers
• Develop your expertise while working in a dynamic and challenging environment at the forefront of SAP’s customer engagements.

We win with inclusion

Alpharetta
AtlantaJob Segment:Cloud, CRM, ERP, Account Executive, Technology, Sales

: Senior Solution Sales Executive HCM East

What you'll do:

The Senior Solution Sales Executive (SSE) partners with the end-to-end account owner to drive HCM solution specific sales motions, bring in domain expertise to solve customer business challenges, and grow the customer’s SAP footprint through renewal and expansion to support long term customer success.

• Generate demand, manage pipeline, and close opportunities
• Develop opportunity plans containing compelling HCM solution value propositions
• Conduct White Space analysis to identify growth opportunities
• Work with wider account team on sales campaigns
• Manage customer relationships at the solution area/buying center level
• Progress opportunities for move to cloud/expand footprint accounts or accounts which are new to the solution area
• Utilize deep knowledge of how companies operate, business models, strategies, and end-to-end business processes
• Stay informed about SAP’s competition and value drivers
• Leverage SAP’s comprehensive team of experts and industry knowledge to effectively address customer needs
• Build customer participation in relevant SAP communities, programs, and events
• Facilitate collaboration with the partner ecosystem

What you bring:

• Proven track record in business application software sales with overachievement of quota
• 3 – 5 years of experience in sales of business software/IT solutions
• Deep understanding of the solution and solution innovations
• Broad understanding of the SAP solution portfolio and the business processes it enables to drive customer value conversations
• Established relationships with account teams, Customer Business Office (CBO) teams, and relevant geo unit leaders
• Alignment with product/solution management teams and marketing organizations a plus
• Demonstrated success with large transactions and challenging sales pursuits
• Proven contractual and negotiation skills
• Experience driving renewals, expansions, and up-sells of subscription or perpetual license-based solutions
• Knowledge of financial, competitive, regulatory environment

Meet your team:

• Excellent verbal and non-verbal communication skills
• Strategic thinker, high degree of creativity and innovation
• Excellent executive presence
• Results-driven
• Strong commercial/deal support skills, especially subscription-based

Boston