SAP Midmarket Named - Sales Executive Midwest 

United States, Illinois, Chicago 

912135433

POSITION:Midmarket Named - Sales Executive (Named Accounts)

: Midwest

ROLE DESCRIPTION:

EXPECTATIONS AND TASKS:

• Account and Customer Relationship Management, Sales and Software License, and Cloud Subscription Revenue.
• Annual Revenue - Achieve/exceed quota targets for both On-Premise and Cloud software
• Sales strategies - Develop effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships with new and existing customers and leverage them to drive strategy through the organizations.
• Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise).
• Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
• Customer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy, and 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.
• Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references.
• Business Planning – Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points.
• Demand Generation, Pipeline and Opportunity Management
• Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep the pipeline current and moving up the pipeline curve.
• Pipeline partnerships – Leverage support organizations including Marketing, Inside sales, Partners, and channels to funnel pipeline into the assigned territory.
• Leverage SAP Solutions – Be proficient in and bring all SAP offers to bear on sales pursuits including Industry Solutions, LOB solutions, and technology solutions
• Advance and close sales opportunities - through successfully executing the sales strategy and roadmap.
• Support all SAP promotions and events in the territory
• Sales Excellence & Sell Value.
• Maintain White Space analysis and execution of initiatives (upsell and cross sell) on customer base.
• Orchestrate resources: deploy appropriate teams to execute winning sales including both SAP and Partner resources
• Utilize best practice sales models.
• Understand SAP’s competition and effectively position solutions against them.
• Maintain CRM system with accurate customer and pipeline information.
• Accurately forecast opportunities
• Leading a (Virtual) Account Team
• Demonstrates leadership skills in the orchestration of remote teams.
• 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:

• 3-5 + 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
• Local language: Fluent, Business Level

EDUCATION:

• Bachelor equivalent

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