Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references
Strategy- Develop effective and specific strategic account plans to ensure revenue target delivery and sustainable growth
Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value
Orchestrate- Demonstrates leadership skills in the orchestration of remote teams
Annual Revenue - Achieve / exceed quota targets
CULTIVATE & GROW
Ensure account teams and Partners are well versed in each account’s strategy and well positioned for all customer touch points and events
Develop relationships with C-Suite to drive strategy through organization
Builds a foundation on which to harvest future business opportunities and accurate account information and coaching
Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points
Demand Generation, Pipeline and Opportunity Management
Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve
Leverage support organizations including Marketing, inside sales, Partners and channels to funnel pipeline into the assigned territory
Orchestrate resources: deploy appropriate teams to execute winning sales
Maintain CRM system with accurate customer and pipeline information
ANALYZE & INNOVATE
Customer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape
Leverage SAP Solutions to innovate throughout the customer journey
Maintain White Space analysis and execution of initiatives on customer base
Utilize Value Engineering, benchmarking and ROI data to support the customer’s decision process
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
Understand SAP’s competition and effectively position solutions against them
YOUR PROFILE
Lead role and demonstrated success with large transactions and from sales campaigns in a competitive market
Proficiency in Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue
Builds C-Suite relationships, networks with Buying Centers
Bachelor's degree or equivalent related experience