SAP Strategic Account Director - Expert ARAMCO 

Saudi Arabia, Riyadh Region 

9810786

Key Responsibilities & Tasks

The Account's primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers. The Accountbrings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate SAP products.

1. Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue.

1.1. Annual Revenue - Achieve / exceed quota targets

1.3. Trusted advisor - Establishes strong management and Cxx 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.

1.5. Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references.

1.7. ability to lead 2E2 complex transactions and initiatives with customer

2. Demand Generation, Pipeline and Opportunity Management

2.1. Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.

2.2. Pipeline partnerships - Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.

2.4. Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap. Negotiate early and against a win/win strategy for SAP and its customers.

2.5. Support all SAP promotions and events in the territory - take an active, sales leadership role in SAP events.

3. Sales Excellence

3.1. Build and share best practice sales and negotiation skills.

3.2. Sell value.

3.3. Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.

3.4. Orchestrate resources: deploy appropriate teams to execute winning sales. Create OneSAP.

3.5. Utilize best practice sales models.

3.7. Maintain CRM system with accurate customer and pipeline information.

3.8. Maintain and Manage Complex deals

Experience & Educational Requirements

• -20years of experience in sales of complex business software / IT solutions
• Proven track record in business application software sales.
• Exceptional experience in lead role of a team selling environment.
• Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.
• Exceptional contractual and negotiation skills.
• Business level English: Fluent
• Local language: Fluent, Business Level
• Oil &Gas Industry Knowledge

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