SAP Field Account Executive 

Poland, Masovian Voivodeship, Warsaw 

219038961

The core tasks include:

• With Presales to deliver outstanding customer experiences, and with the Partner Business Managers to align our objectives with our partner ecosystem.
• Connect digitally with the market (potential customers) to drive sales with SAP's Social, Digital and Content tools.
• End-to-end responsibility for generating revenue in the Lower Mid-Market for a set of assigned accounts, including territory planning, pipeline development, and deal progress through to closure, for both existing and new customers.
• Collaborate with an extended team of resources to assure successful territory management,
• with Marketing to cover the market and build a healthy pipeline,
• with Presales to deliver outstanding customer experiences, and
• with the Partner Business Managers to align our objectives with our partner ecosystem.
• Extensive use of cutting edge Digital technologies to ensure compelling customer interactions.
• Act as partners' single point of contact during sales cycle by bringing in other SAP resources, including pre-sales teams, as needed.

Key Responsibilities & Tasks

• Sales Execution through effective Territory/ Account Management and Franchise Sales Process
• The Commercial Sales Executive (CSE) should drive incremental revenue and prime quota attainment within assigned territory, fully responsible for territory strategy, customer engagement/ coverage, forecasting, planning, and closing transactions. Prime quota attainment.
• Actively engage with the market by leveraging the Digital Sales Motion, which combines Social, Digital and Content tools to bring remarkable customer experiences to our customers.
• Drive effective quarterly/annual sales execution in accordance with the Franchise Sales methodology.
• Align with SAP Partners, engaging in territory planning, opportunity development, deal strategy, and offering pricing and solution support and deal closing. Act as the partners' single point of contact during the sale cycle by pulling in other SAP resources, including presales teams, as needed.
• Communicate the sales plan and performance to goals regularly with key stakeholders.
• Update and maintain reporting tools such as CRM to ensure accurate pipeline management.
• Generalist with sales bag that includes solutions from across SAPs portfolio with a focus on solutions where Commercial Sales is the primary route to market
• Pipeline Management
• Demand generation planning and execution to ensure coverage, collaborating with key stakeholders including GB/region marketing, solution marketing, Partner/Channel management, and others as required.
• Qualify leads and progress throughout the entire sales cycle to close.
• Maintain sufficient pipeline to support quota attainment every quarter.
• Proactive Self Development**
• On top of on-the job coaching provided by the Commercial Sales Manager (CSM), the CSE should improve her/his sales skills along various dimensions as defined in the SAP Commercial Sales STEP framework. CSE's are expected to actively work with their management to use the framework to build sales/deal closing and customer engagement skills.
• CSE are fully engaged in the STEP program and progressing thru the middle levels of the program - with proven proficiency
• Solution Certification is mandatory for all CSEs for their primary solution areas.
• Use SAP Career Success Center, Sales Academy and other resources as agreed upon with manager to gain additional skills that enhance productivity.

** NOTE: The level of decision making and judgment, complexity and scope and degree of autonomy in carrying out these responsibilities vary by role/level.

Experience and Education

Experience & Language Requirements

• Minimum 3 years' experience in Commercial Sales environment, as a Prime Quota carrier.
• Knowing or having successful experience in multi-channel go to market models
• Knowledge and understanding of Indirect channel dynamics
• Knowledge of ERP market for generalist CSE
• Knowledge of specified solution for specialist CSE
• Familiarity of the Mid Market segment preferred
• Business level English
• Business level Polish

Bachelor equivalent

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