SAP Midmarket Named Account Executive - Toronto 

Canada, Ontario, Toronto 

954248514

Midmarket Named Account Executive - Toronto

KEY AREAS OF RESPONSIBILITIES & TASKS

strategic Midmarket clients / prospects in Eastern

Subscription Revenue:

• Annual Revenue:Aim to achieve or surpass quota targets (Cloud) with a strong emphasis on indirect pursuits through partners.
• Sales Strategies:Develop effective and detailed account plans for strategic accounts to meet revenue targets and drive sustainable growth.
• Pipeline Development:Focus on NN ERP target accounts by leveraging the existing LOB footprint and crafting a strategic sales approach for industry targets, with a significant emphasis on acquiring new SAP logos.
• Territory & Partner Strategy:Formulate a comprehensive strategy to maximize coverage and support the growth of your territory through an extensive ecosystem.
• Customer Acumen: Gain a deep understanding of your client's technology footprint, strategic growth plans, technology strategy, and competitive landscape. Stay informed on key industry trends and issues by reviewing public information such as new executive appointments, earnings statements, and press releases for both the company and its competitors.
• Business Value Selling:Employ Value Advisory consultants, benchmarking, and ROI data to aid the customer's decision-making process.
• Customer References:

• Pipeline Planning:Adhere to a disciplined approach for maintaining a rolling pipeline, ensuring it remains current and progresses through the pipeline stages.
• Pipeline Partnerships:Utilize support organizations, including partners and channels, to funnel opportunities into the assigned territory.
• Leverage SAP Solutions: Demonstrate proficiency in all SAP offerings and apply them to sales pursuits, including Industry Solutions, the Intelligent Enterprise based on the Digital Core, LOB solutions (CRM, SCM, HCM, SRM, etc.), and technology solutions (AI, ML, Database and Technology, etc.).
• Advance and Close Sales Opportunities: Successfullyexecute the sales strategy and roadmap to advance and close sales opportunities.
• Support SAP Promotions and Events:Actively support all SAP promotions and events within the territory.
• Hunter Mentality:Exhibit a high-speed work ethic and a proactive, hunter mentality.

Sales Excellence:

• Sell value.
• Maintain Territory analysis and execution of initiatives (up sell and cross sell) on customer base.
• Work proficiently with Partners and Partner Business Managers to help partners find & close new opportunities on your behalf

Orchestrate resources:

• Deploy appropriate teams to execute winning sales. Create OneSAP, including the use of partner channel
• Understand SAP’s competition and effectively position solutions against them.
• Maintain CRM system with accurate customer and pipeline information.

Lead a (Virtual) Account Team:

• Demonstrates leadership skills in the orchestration of SAP and Partner teams
• Ensures account teams and Partners are well versed in your Top account’s strategy and well positioned for all customer touch points and events.

EXPERIENCE & LANGUAGE REQUIREMENTS

• 7+ years of experience in sales of complex business software / IT solutions
• Proven track record in business application software sales(particularly net new ERP focus)
• Experience in lead role of a team-selling environment.
• Demonstrated success with large transactions in a fast-paced, consultative and competitive market.

EDUCATION

• Bachelor equivalent: yes

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Specific conditions may apply for roles in Vocational Training.

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