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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