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SAP High Growth Senior Account Executive - Midwest 
United States, Illinois, Chicago 
747904207

09.09.2024

EXPECTATIONS AND TASKS:


Account and Customer Relationship Management

  • Annual Revenue – Achieve and exceed quota targets.
  • Sales Strategy – Develop comprehensive territory and account plans to ensure revenue target delivery and sustainable growth.
  • Hunter Mentality - Forge new and expanded relationships in your accounts and leverage those relationships to increased demand throughout the organization.
  • Value Selling - Establish strong relationships based on knowledge of customer requirements and commitment to value.
  • Customer Acumen - Understand each customer’s strategic growth plans, business challenges, technology strategy, and competitive landscape.
  • Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles.
  • Encourage all accounts to become SAP references. Effectively collaborate with the VAT to ensure consistency of messages to customers.
  • Business Planning – Develop and deliver a comprehensive business plan to address customer and prospect priorities and pain points.


Demand Generation, Pipeline and Opportunity Management

  • Prospect for opportunities using various methods and technologies such as Outreach, Zoom Info, and LinkedIn Sales Navigator.
  • Pipeline planning & Partnership – Follow a disciplined approach to maintaining a rolling pipeline. Leverage support organizations including Marketing, Business Development, Partners and Channels to funnel pipeline into the assigned territory.
  • Leverage SAP's entire solution portfolio in sales pursuits, in collaboration with Line of Business (LoB) AEs.
  • Support all SAP promotions and events in the territory.


Sales Excellence

  • Sell business value and outcomes vs technology features and functions.
  • Maintain White Space analysis on accounts.
  • Embody OneSAP by orchestrating resources and bringing together appropriate teams to execute winning sales.
  • Utilize best practice sales models.
  • Understand SAP’s competition and effectively position solutions against them.
  • Maintain CRM system with accurate customer and pipeline information.


Lead a Virtual Account Team

  • Demonstrate leadership skills in the orchestration of remote teams.
  • Ensure effective and efficient utilization of VAT.
  • 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
  • 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.
  • Business level English: Fluent


EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES:

  • Demonstrated history of achieving a sales quota of $2 million or more in software revenue
  • Hunter mentality with experience working the full cycle of complex sales and presenting to multiple levels of customer leadership.
  • Possess the ability and self-motivation to work independently in a geographically dispersed model.
  • Strong oral and written communication skills

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Chicago
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