SAP Senior Account Executive - Midwest Region 

United States, Illinois, Chicago 

389502431

Sales Execution

• Annual Revenue – Meet/exceed quarterly targets and annual quota targets for Software License, Cloud Subscription, and Renewal revenue.
• Pipeline - Generate and maintain a 5x pipeline of assigned quota, forecasting accurate and feasible pipeline opportunities.
• Deal and Pipeline Health – Manage accuracy in forecasting and the information maintained in supporting systems.
• Sales Cycle Execution - Demonstrate a strong understanding of SAP solutions and the necessary combinations of solutions for accurate client proposals. generation Demonstrate ability to develop and lead a holistic sales cycle.
• Demonstrate your ability to individually create and deliver client proposals.

Business Development

• Territory Planning – Develop a plan for your territory including large opportunities and a glide path to deliver them.
• Account Planning – Effectively execute Account Planning as well as appropriate follow-up actions.
• Virtual Account Team (VAT) Management – Manage and effectively use your extended VAT to penetrate all customer buying centers to identify and qualify new opportunities. Leverage whitespace to focus your team’s efforts.
• Events – Fully leverage SAP events such as SAPPHIRE as well as individual customer-centric events.

Customer Engagement

• Value-Sell – Leverage a value-centric and strategic perspective for the entire SAP portfolio with your customers.
• Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value. 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.
• Expansion and Customer Intimacy – Expand and deepen SAP relationships with your respective customers – with a special focus on development outside of traditional IT channels and partner networks. Put day-to-day efforts into personally connecting with your customers.
• Executive Alignment – Develop and manage continuous SAP executive sponsorship.

General

• Leadership – Demonstrate effective leadership of your entire “business” by strategizing and communicating with your team early and often. Be the field general. Lead your customer versus being led – think and act proactively. Hold people accountable for corresponding actions. Effectively escalate and/or remove roadblocks.
• Partner – Utilize partners across all spectrums (internal and external) to support your objectives.
• Communication – Exhibit clarity, accuracy, frequency, and professionalism in all forms of communication.
• Responsiveness – Be responsive and timely to all internal and external customer and partner requests. Have a sense of urgency.
• Operational Excellence – Run your territory like a business in all regards. Utilize best practices.

Sales Excellence

• Lead a (Virtual) Account Team and GTM strategy within assigned territory.
• Sell value utilizing best-practice sales models.
• Maintain White Space analysis and execution of initiatives (upsell and cross sell) on customer base.
• Orchestrate resources: deploy appropriate teams to execute winning sales; foster the OneSAP/OneMidwest culture.
• Understand SAP’s competition and effectively position solutions against them.
• Regularly 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 touchpoints and events. Maximize the value of all sales support organizations.

What You Bring

• 5+ years of experience in sales of complex business software and cloud solutions preferred.
• Experience selling to large enterprise customers (existing customers).
• Proven track record of success in business application software sales, previous cloud sales experience highly preferred.
• Experience in a lead role in 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
• Ability to travel to customer and/or SAP and Partner offices every week.

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES:

• Bachelor's equivalent

We win with inclusion

Chicago