SAP Senior Account Executive - Strategic Accounts 

Thailand, Bangkok, Bangkok 

759396687

The Account Executive's primary responsibilities include prospecting, qualifying, selling and closing new business to existing andnet

1. 1. AnnualRevenue-Achieve/exceedquotatargets.
   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.
   3. Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value(valueofcounselandexpertise,valueofsolutions,valueofimplementationexpertise).Buildsafoundationonwhichtoharvestfuture business opportunities and accurate account information and coaching.
   4. CustomerAcumen-Activelyunderstandeachcustomer'stechnologyfootprint,strategicgrowthplans,technologystrategyand competitive landscape. 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.
   5. Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references.
   6. Business Planning - Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Utilize VE, benchmarking and ROI data to support the customer's decision process.

1. 1. Pipelineplanning-Followadisciplinedapproachtomaintainingarollingpipeline.Keeppipelinecurrentandmovingupthepipeline curve.
   2. Pipelinepartnerships-LeveragesupportorganizationsincludingMarketing,Insidesales,Partnersandchannelstofunnelpipelineintotheassignedterritory.
   3. Leverage SAP Solutions - Be proficient in and bring all SAP offers to bear on sales pursuits including Industry Solutions, LOB solutions (CRM, SCM, HCM, SRM et. al) and technology solutions (Business Analytics, Mobility, Database and Technology, et. al)
   4. Advance and close sales opportunities - through the successful execution of the sales strategy androadmap.
   5. Support all SAP promotions and events in the

1. Excellence
   1. Sellvalue.
   2. MaintainWhiteSpaceanalysisandexecutionofinitiatives(upsellandcrosssell)oncustomerbase.
   3. Orchestrate resources: deploy appropriate teams to execute winning sales. CreateOneSAP.
   4. Utilize best practice salesmodels.
   5. Understand SAP's competition and effectively position solutions againstthem.
   6. Maintain CRM system with accurate customer and pipeline

1. a(Virtual)AccountTeam
   1. Demonstrates leadership skills in the orchestration of remoteteams.
   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.

• yearsofexperienceinsalesofcomplexbusinesssoftware/ITsolutionsProven track record in business application software sales.
• Experienceinleadroleofateam-sellingenvironment.
• Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.Business level English: Fluent
• Locallanguage:Fluent,Business

• Bachelor equivalent:yes

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