SAP Senior Account Executive - Midwest Enterprise Accounts 

United States, Illinois, Chicago 

451841982

The Role

The Senior Account Executive’s primary responsibilities include prospecting, qualifying, selling, and closing new business to existing customers within the Midwest region. This position is responsible for selling to large enterprise customers. The Account Executive manages executive relationships and brings a point of view to customer engagements. This position sells into large enterprise accounts within the Midwest region (MN, WI, IL, IN, MI, OH) Creatively approaches ideas and opportunities, puts the effort in that is required, and exhibits a can-do attitude.

Sales Execution

• Revenue – Meet or exceed your quarterly targets and projected annual Cloud revenue & renewal goals.
• Pipeline - Generate a 4x pipeline of your quota, forecasting accurate and feasible pipeline opportunities.
• Deal and Pipeline Health – Manage accuracy in forecasting and the information maintained in supporting systems.
• Sales Cycle Execution - Demonstrate a strong understanding of SAP solutions and the necessary combinations of solutions for accurate client proposals. generation Demonstrate ability to develop and lead a holistic sales cycle.
• Demonstrate your ability to individually create and deliver client proposals.

Business Development

• Territory Planning – Develop a plan for your territory including large opportunities and a glide path to deliver them.
• Account Planning – Effectively execute Account Planning as well as appropriate follow-up actions.
• Virtual Account Team (VAT) Management – Manage and effectively use your extended VAT to penetrate all customer buying centers to identify and qualify new opportunities. Leverage whitespace to focus your team’s efforts.
• Events – Fully leverage SAP events such as SAPPHIRE as well as individual customer-centric events.

Customer Engagement

• Value-Sell – Leverage a value-centric and strategic perspective with your customers.
• Expansion and Customer Intimacy – Expand and deepen SAP relationships with your respective customers – with a special focus on development outside of traditional IT channels and partner networks. Put day-to-day efforts into personally connecting with your customers.
• Executive Alignment – Develop and leverage SAP executive sponsorship.

General

• Leadership – Demonstrate effective leadership of your entire “business” by strategizing and communicating with your team early and often. Be the field general. Lead your customer versus being led – think and act proactively. Hold people accountable for corresponding actions. Effectively escalate and/or remove roadblocks.
• Partner – Utilize partners across all spectrums (internal and external) to support your objectives.
• Communication – Exhibit clarity, accuracy, frequency, and professionalism in all forms of communication.
• Responsiveness – Be responsive and timely to all internal and external customer and partner requests. Have a sense of urgency.
• Operational Excellence – Run your territory like a business in all regards. Utilize best practices.

MINIMUM QUALIFICATIONS:

• 5+ years of experience in sales of complex enterprise business software /ERP solutions preferred.
• Experience selling to large enterprise customers.
• Proven track record of success in business application software sales.
• Experience in a lead role in a team-selling environment.
• Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative, and competitive market.
• Business level English: Fluent

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES:

• Bachelor equivalent

We win with inclusion

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