EXPECTATIONS AND TASKS:
Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue
- Annual Revenue – Achieve/exceed quota targets.
- Sales Strategy – Develop comprehensive account plans to ensure revenue target delivery and sustainable growth.
- Develop relationships in new and existing accounts and leverage those relationships to drive strategy throughout the organization.
- Trusted advisor - Establish strong relationships based on knowledge of customer requirements and commitment to value. C
- Customer Acumen - Understand each customer’s technology footprint, strategic growth plans, technology strategy, and competitive landscape.
- Review public information for the organization to remain current on key industry trends and issues impacting the customer/prospect.
- Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles.
- Encourage all accounts to become SAP references. Effectively collaborate with the VAT to ensure consistency of message to the customer. (OneSAP)
- Business Planning – Develop and deliver a comprehensive business plan to address customer and prospect priorities and pain points.
- Utilize VE, benchmarking, and ROI data to support the customer’s decision process.
Demand Generation, Pipeline and Opportunity Management
- Prospect for opportunities using various direct methods such as calling and face-to-face meetings, and digital methods using tools such as Outreach, Zoom Info, and LinkedIn Sales Navigator.
- 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, Business Development, Partners, and Channels to funnel pipeline into the assigned territory.
- Leverage SAP Solutions – Be proficient in and bring all SAP solutions to bear on sales pursuits, in collaboration with Line of Business (LoB) AEs.
- Advance and close sales opportunities.
- Support all SAP promotions and events in the territory.
Sales Excellence
- Sell value.
- Maintain White Space analysis on accounts.
- Orchestrate resources: deploy appropriate teams to execute winning sales. Embody 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.
Lead a Virtual Account Team
- Demonstrate leadership skills in the orchestration of remote teams.
- Ensure effective and efficient utilization of VAT.
- 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.
WORK EXPERIENCE:
- 5+ years of experience in sales of complex business software / IT solutions
- Proven track record in business application software sales
- Experience in the lead role of 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
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES:
- Bachelor’s degree or higher strongly preferred
- Demonstrated history of achieving a sales quota of $4 million or more in software revenue
- Hunter mentality with experience working the full cycle of complex sales and presenting to multiple levels of customer leadership
- Possess the ability and self-motivation to work independently in a geographically dispersed model
- Strong oral and written communication skills
We win with inclusion
Naperville
Chicago