SAP Senior Account Executive_Large Enterprise 

Taiwan, Taipei 

255659685

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

1.1. Annual Revenue - Achieve / exceed quota targets.

1.2. 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.

1.3. 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.

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

2. Demand Generation, Pipeline and Opportunity Management

2.1. Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.

2.2. Pipeline partnerships - Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.

2.4. Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.

2.5. Support all SAP promotions and events in the territory

3. Sales Excellence

3.1. Sell value.

3.2. Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.

3.3. Orchestrate resources: deploy appropriate teams to execute winning sales. Create OneSAP.

3.4. Utilize best practice sales models.

4. Leading a (Virtual) Account Team

4.1. Demonstrates leadership skills in the orchestration of remote teams.

4.2. 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 & Language Requirements

> 10+ years of experience in sales of complex business software / IT solutions

> Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.

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