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SAP Services Sr Account Executive
Bahrain, Capital Governorate, Manama
809384854

24.06.2024

שיתוף

Account and Stakeholder Management
• Builds a foundation within assigned account(s) on which to harvest future Services business opportunities
• Actively understand each of their assigned key customer's technology footprint, strategic growth plans, technology strategy and competitive landscape
• Single Point of Contact for the customer representing the SAP Services organization for assigned account(s) to establish and develop SAP footprint
• Develop and deliver best-practice comprehensive Services account plans to address customer and prospects priorities and pain points. Utilize SAP Intelligent tools and standards to support the customer's decision process.
• Direct contributor to overall long-term success of customer and partner relationships within the account
• Orchestrates resources: deploy appropriate teams to execute winning salesCommercial Accountability
• Accountable for booking and revenue Services targets for assigned account(s)
• Generation and management of opportunities and bids, deal closure through formal sales cycle
• Shapes deals that are compliant, aligned to agreed governance process, controls and targets
• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
• Sells the complete Services portfolio aligned to customer needs (according to defined Sales bag)
• Maintain internal systems with accurate customer and pipeline informationService Delivery Management
• Accountable for sales hand-over to delivery, ensuring contracts are in place and team can successfully mobilize per contract obligations
• Accountable for all Services Commercial aspects in assigned account, supporting Delivery Teams engaged in delivering against existing contracts
• Acts as a key team member within the extended Sales Account Executive teams
• Is self-aware - understands their own strengths and weaknesses, looks to leverage strengths and work on weaknesses
• Treats customers and colleagues with respect, fairness and consideration
• Strong collaboration with the SAP ecosystem and technology partners

Functional Experience
• Demonstrated success with medium to large transactions and lengthy sales campaigns in a fast-paced, consultative and highly competitive market specially in the domain of IT application services sales
• Experience in managing customers and partners
• 10+ years direct quota carrying selling experience in the enterprise software and services industry. Ideally, a combination of both direct enterprise software sales and direct services sales.
• 10+ years’ experience in sales activities including generation and management of opportunities and bids, deal closure and client relationship management
• Demonstrable track record of value selling and solution selling experience
• Proven track record in business application software and/or services sales within large, key accounts
• Intimate knowledge of enterprise software projects (e.g. Cloud, hybrid, XO) and the overall lifecycle management of enterprise applications
• A successful track record of driving opportunity development (including growth and qualification of pipeline in conjunction with assigned Account Executives) and accurate forecasting of the renewal and network growth opportunities
• deep industry/domain expertisePartner Ecosystem Expertise
• Knowledge of SAPs Partners, Competitors and the regional IT Industry
• Effective collaboration & management of the SAP partner ecosystem as relative to the assigned account(s) (incl. joint deals/business development)
• Experience with large Multinational Customers
• Experience working in other countries and regions is desirable
• Bachelor or Master's Degree (MBA would be advantageous)
• High level of recognized sales training including in advanced negotiation skills
• Fluency in English and Arabic National Language