SAP Senior Account Executive - Utilities Central 

United States, Texas, Plano 

475308068

EXPECTATIONS AND TASKS:

Account and Customer Relationship Management, New Cloud Subscription Revenue and Cloud Renewals.

• Annual Revenue - Achieve / exceed quota targets.
• Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships with new and existing customers and leverage to drive strategy through the organization.
• Trusted advisor - Establishes strong relationships based on Utility industry experience, 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.
• Customer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy, and competitive landscape. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
• Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references.
• Business Planning – Develop and deliver a comprehensive business plan to address customer and prospects' priorities and pain points. Utilize Value Engineering, benchmarking, and ROI data to support the customer’s decision process.

Demand Generation, Pipeline and Opportunity Management

• Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
• Pipeline partnerships – Leverage support organizations including Marketing, Inside sales, Partners, and channels to funnel pipeline into the assigned territory.
• Leverage SAP Solutions – Be proficient in and bring all SAP offers to bear on sales pursuits including Industry ERP and CIS Solutions (S/4HANA), Customer Experience Management, Human Experience Management, Procurement, and Technology Solutions.
• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap. Support all SAP promotions and events in the territory

Sales Excellence

• Sell value.
• Maintain White Space analysis and execution of initiatives (upsell and cross-sell) on customer base.
• Orchestrate resources: deploy appropriate teams to execute winning sales. Create OneSAP.
• Utilize best practice sales models.
• Understand SAP’s competition and effectively position solutions against them.
• Maintain the CRM system with accurate customer and pipeline information.

Leading a (Virtual) Account Team

• Demonstrates leadership skills in the orchestration of remote teams.
• Ensure account teams and Partners are well versed in each account’s strategy and well-positioned for all customer touchpoints and events. Maximize the value of all sales support organizations.

WORK EXPERIENCE:

• 5+ years of experience in sales of complex business software / IT solutions.
• Utilities industry background and thought leadership.
• Established strategic relationships with Utilities executives and decision-makers.
• Proven track record in business application software sales.
• Experience in the lead role of a team selling environment.
• Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES:

• Bachelor’s degree or higher strongly preferred
• Utilities industry knowledge
• Demonstrated history of achieving a sales quota of US $6 million or more in Cloud software revenue.
• Managing Partner mentality with experience working the full cycle of complex sales and presenting to multiple levels within clients.
• Team leadership
• Possess the ability and self-motivation to work in a geographically dispersed model.
• Strong oral and written communication skills.

We win with inclusion

Plano
Dallas