SAP High Growth Senior Account Executive - Midwest 

United States, Illinois, Chicago 

747904207

EXPECTATIONS AND TASKS:

Account and Customer Relationship Management

• Annual Revenue – Achieve and exceed quota targets.
• Sales Strategy – Develop comprehensive territory and account plans to ensure revenue target delivery and sustainable growth.
• Hunter Mentality - Forge new and expanded relationships in your accounts and leverage those relationships to increased demand throughout the organization.
• Value Selling - Establish strong relationships based on knowledge of customer requirements and commitment to value.
• Customer Acumen - Understand each customer’s strategic growth plans, business challenges, technology strategy, and competitive landscape.
• 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 messages to customers.
• Business Planning – Develop and deliver a comprehensive business plan to address customer and prospect priorities and pain points.

Demand Generation, Pipeline and Opportunity Management

• Prospect for opportunities using various methods and technologies such as Outreach, Zoom Info, and LinkedIn Sales Navigator.
• Pipeline planning & Partnership – Follow a disciplined approach to maintaining a rolling pipeline. Leverage support organizations including Marketing, Business Development, Partners and Channels to funnel pipeline into the assigned territory.
• Leverage SAP's entire solution portfolio in sales pursuits, in collaboration with Line of Business (LoB) AEs.
• Support all SAP promotions and events in the territory.

Sales Excellence

• Sell business value and outcomes vs technology features and functions.
• Maintain White Space analysis on accounts.
• Embody OneSAP by orchestrating resources and bringing together appropriate teams to execute winning sales.
• 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:

• Demonstrated history of achieving a sales quota of $2 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

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