SAP Senior Industry Account Executive - Local 

United States, California, Newport Beach 

84947113

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

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