SAP 大手組立製造業担当 Account Executive 

Japan, Ota 

41153622

Focused on named existing and/or prospective accounts.

Maintains customer relationship and influences customers' requirements' specification.

Typically carries a quota.

Key Responsibilities & Tasks

1. Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue.
1.1. Annual Revenue - Achieve / exceed quota targets.
1.2. Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organization.
1.3. Trusted advisor - Establishes 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 - Participate in the development of designated territory, including accounts, account relationships; prospect profiling, and sales cycles. Encourage all accounts to become SAP references.
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. Collaborate with and support sales management on negotiation of close strategy and contracting.
2.5. Support all SAP promotions and events in the territory3. Sales Excellence
3.1. Understand best practice sales models. Work actively with more Senior Sales employees to develop sophistication in 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.3.6. Maintain CRM system with accurate customer and pipeline information.4. Work effectively with a (Virtual) Account Team
4.1. Demonstrate coordination skills in the orchestration of remote teams. Develop leadership skills.
4.2. Ensure account teams and Partners are well versed in each account's strategy and well positioned for all customer touch points and events. Maximize the value of all sales support organizations.

Experience & Educational Requirements

Experience & Language Requirements
5+ years of experience in sales of complex business software / IT solutions
Proven track record in business application software sales.
Experience in a team-selling environment.
Demonstrated success with sales campaigns in a fast-paced, consultative and competitive market.
Business level English: Business Level
Local language: Fluent, Business LevelEducation
Bachelor equivalent: yes

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