SAP Senior Account Executive - Federal Government 

Australia 

116480686

Please note:

• Role is based in Canberra.
• Federal Government is part of SAP’s Strategic Customer Program. and therefore this role works closely with Global Account Director. This IAE role will work under the strategic guidance of the GAD role.

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

1. Annual Revenue- Achieve / exceed quota targets.
2. 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.
3. 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.
4. 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.
5. Territory and Account Leadership- Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references.
6. Business Planning– Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Utilise SAP’s Value Engineering team, benchmarking and ROI data to support the customer’s decision process.
7. Business Hygiene

1. Pipeline planning- Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
2. Pipeline partnerships– Leverage support organisations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.
3. Leverage SAP Solutions –Be proficient in and bring all SAP offers to bear on sales pursuits including Industry Solutions, Line of Business solutions (Customer Experience, Digital Supply Chain, Human Experience, Supplier Relationship Management…) and technology solutions.
4. Advance and close sales opportunities- through the successful execution of the sales strategy and roadmap.
5. Support all SAP promotions and events in the territory

Sales Excellence

1. Sell value.
2. Create meaningful and high-quality customer facing artefacts.
3. Qualify efforts and opportunities well.
4. Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
5. Orchestrate resources: deploy appropriate teams to execute winning sales.
6. Utilise best practice sales models.
7. Understand SAP’s competition and effectively position solutions against them.
8. Maintain CRM system with accurate customer and pipeline information.

Leading a (Virtual) Account Team

1. Demonstrates leadership skills in the orchestration of remote teams.
2. Ensure account teams and Partners are well versed in each account’s strategy and well positioned for all customer touch points and events. Maximise the value of all sales support organisations.

Competencies & Skills

SAP Core Competencies

• Customer Focus
• Business Acumen
• Innovative Thinking

Job Specific Competencies

• Consultative Selling
• Executives Communication
• Negotiation Skills
• Sales Industry Knowledge
• Customer Engagement Lifecycle (CEL)
• Sales Process Acumen
• Marketing & Sales
• Financial Acumen
• Business Planning
• Change Management Methods
• Managing Virtual Teams

Experience & Educational Requirements

• 5+ years of experience in senior business roles
• Experience with engagement for senior stakeholders across Federal Government
• Experience in lead role of a team 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

Key Success Factors

Quantitative

• Software License Revenue (Individual Software License Revenue, Team Software License Revenue)
• Solution License Revenue
• Cloud Subscription and Renewal Revenue
• Pipeline Coverage / Pipeline multiple
• Pipeline / Opportunity Management
• Customer Satisfaction
• Quota Achievement
• Number of deals

Other:

• Percentage of opportunities identified and created
• Percentage of opportunities co-selling with Field Sales
• Number of opportunities closed with Inside Sales
• Percentage of opportunities closed to win
• Percentage of opportunities where the Business Partner is engaged

Qualitative

• Self-Development / Learning and Growth (completion of assigned development plan, e.g. GCO Sales University curricula, etc.)
• Activities demonstrating account / relationship management
• Partner and 3rd Party Engagement
• Opportunity engagement of Business Partners
• Demonstration of opportunity up sell / cross sell
• Activities performed and recorded to demonstrate the relationship management of assigned accounts, contacts or territory.

Additional Requirements

SAP Tool and Process:

• Managing CRM
• Q2C/GAF Process
• Pricing / Quote Tool
• Account Planning Management (APM) as a planning tool
• Contract policies

Others:

• Comply with all SAP personnel, sales, proposals and contract policies.
• Comply with SAP Code of Conduct, local laws and regulations, as well as company’s processes and procedures.
• Comply in a timely manner with all travel and expense policies.

External:

• Customers
• Prospects
• Strategic Partners
• Volume Partners

Internal:

• SAP Executive Management
• AE peers
• Inside Sales
• Professional Services
• Solution Engineers
• Solution Advisors
• Value Engineering Team
• Contracts & Finance
• Marketing
• Training
• Product Development
• Proposal Management Team

Mobility

• Ability and willingness to travel: yes
• Business travel requirements: Country & Regional

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