Account & Customer Relationship Management:
- Serve as the end-to-end account owner, overseeing sales of software licenses and cloud subscriptions while establishing trusted customer relationships.
- Develop and execute strategic account plans to ensure sustainable growth and exceed revenue goals.
- Attain a comprehensive understanding of each customer’s technology landscape, strategic objectives, and competitive environment.
Demand Generation, Pipeline, and Opportunity Management:
- Maintain effective pipeline management to ensure a robust and advancing sales funnel.
- Utilize internal resources, including marketing, inside sales, and partner channels, to drive demand and manage opportunities.
- Leverage SAP’s extensive solution portfolio, including industry-specific solutions, to meet customer needs.
- Handle commercial calculations and documentation for infrastructure changes.
- Review and reconcile monthly balance statements.
- Ensure accurate documentation of changes and forecasts.
Sales Excellence:
- Conduct White Space analysis to identify up-sell and cross-sell opportunities within existing accounts.
- Lead and coordinate teams for successful sales outcomes, embodying the "OneSAP" approach.
- Stay informed about SAP’s competition and strategically position SAP solutions.
- Ensure accurate maintenance of customer and pipeline data in CRM systems.
- Develop, maintain, and execute Outcome Success Plans (OSP) to secure renewals and enable business expansion.
- Contract Management
- Commercial calculations, handling, and documentation of change forms for infrastructure changes
- Reconciliation, review, correction, and reconciliation of monthly balance statements
- Documentation of changes and forecasts
Leading a (Virtual) Account Team:
- Lead remote, cross-functional teams to align with customer strategic objectives.
- Prepare account teams and partners for strategic customer interactions.
- Maximize value from SAP’s extensive sales support ecosystem.
What You Bring:
- 5+ years of experience in sales of complex business software/IT solutions.
- Proven success in business application software sales, thriving in team-selling environments.
- Ability to manage large transactions and lengthy sales campaigns in a fast-paced market.
- Strong negotiation skills with experience in renewals, expansions, and up-sells of subscription-based solutions.
- Fluent in Business English and German; additional languages advantageous.
- Strategic thinking, creativity, and innovation.
- Strong executive presence and a results-driven mindset.
- Ability to work across multiple teams in a matrix organization.
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