SAP Account Executive - Large Enterprise Accounts 

India, Karnataka, Bengaluru 

183198613

Your success in the role will be driven by:

Business & Financial Acumen

• Understanding the customer’s entire end-to-end business model and be able to use that knowledge to develop unique SAP enterprise-wide solutions
• Tying economic, industry, sub-industry and business drivers to implications for the customer's business. Identifying non-obvious financial levers.
• Monetizing the value that SAP offers the customer
• Leading C-level conversations about financial directional, potential P&L benefit of deploying SAP software to support progress on their strategic business imperatives
• Linking the value of products and services with the deal price to overcome pricing objections

Influencing the Customer

• Preparing a complete plan outlining all the steps the customer will need to complete to reach an informed decision point
• Creating and delivering an insight that leads to differentiation
• Positioning the disruption that’s happening in the customer’s sub-industry to create a sense of urgency to drive transformation
• Positioning the advantages and challenges of various digital framework implementation engagement models.

Managing the Account as a Business

• Aligning the customer's strategic goals to SAP's competitive differentiators and map to SAP solutions
• Orchestrating, Influencing and leading VAT team functions and geographies to identify innovative and provocative points of view (POV) that help differentiate SAP as the digital platform of choice
• Aligning SAP and customer stakeholders and executives to the 4 Panel cadence model intended to align, prioritize and staff bidirectionally key initiatives

Demand Management & Pipeline Health

• Using SCP Analytics Tools to manage pipeline
• Understanding key indicators of pipeline health (Coverage, Pace, Balance and Quality) and ability to recognize issues that must be addressed
• Creating a solid demand generation plan, leveraging multiple sources (i.e.: sales plays, marketing events, demand generation assets) and sales support teams

Educations & Skills requirement:

• Bachelor equivalent or Masters (preferred) with proved track record through 8+ years’ experience in sales of complex business software / IT solutions through consultative selling methodology
• Demonstration of success with complex, long-cycle sales campaigns in a fast-paced, consultative and competitive market with strong negotiation skills
• Proven abilities on managing highly complex organizations and applying risk-mitigation strategies to customer

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