SAP Senior Account Executive Industrial Competitive - Toronto 

Canada, Ontario, Toronto 

783461949

Senior Account Executive, Industrial (Competitive) - Toronto

You’re a natural leader who is comfortable bringing together and leading internal and external stakeholders; you’re excited to become an expert in new things and to share your knowledge; you’re an energized and organized self-starter; you’re an excellent communicator; you’re analytically inclined, and you have a track record of improving the processes and organizations around you.

Required location is

EXPECTATIONS AND TASKS:

• Develop and nurture executive relationships by demonstrating professional knowledge of the client’s industry through a consultative selling approach in a highly competitive territory.
• Listen attentively to customer needs; demonstrate empathy while overcoming objections.
• Work with your extended SAP team and tools to build, qualify, and manage an accurate sales pipeline in your assigned territory.
• Develop a clear understanding of the client’s existing competitive technology footprint, growth plans, and competitive landscape.
• You regularly review your client’s annual statements and executive appointments to understand the issues impacting them. Leverage a defined process to learn and understand the challenges our clients face and recommend solutions based on their needs.
• Build strong working relationships with your extended SAP account team to enable an integrated and efficient interaction between SAP and the client.
• Work closely with our Customer Engagement, Product Development, Marketing, and Consulting teams to enhance the value proposition of SAP solutions through their full lifecycle
• Organize a strategic account plan with clear timelines and actionable next steps for customers.
• Provide continued momentum and focus throughout short, medium, and long sales cycles.
• Meet and exceed quota targets

WORK EXPERIENCE:

• 5+ years Quota-carrying, C-suite level, sales experience—experience with Large Enterprise F500 account
• 5+ years proven experience in selling into competitive install base.
• Strong understand of Cloud SaaS solutions and the full lifecycle of value creation
• Experience managing complex sales cycles from start to finish with a track record of success and quota achievement.
• Understanding of the strategic competitive landscape
• Ability to explain the value of Cloud solutions
• Proven record of cultivating relationships with strategic partners and alliances
• Industry experience preferred - Construction, Telco, Engineering and Manufacturing

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:

• Bachelor’s degree with a minimum of 5+ years of similar working experience.
• Experience with building relationships within the C-suite
• Strategic mindset with ability to identify customer pain point and articulate 3-10 year vision of how technology improves their pain point.
• Ability to lead in a matrix, non-reporting structure, environment with large groups
• Lead with empathy and objectivity
• Self-starter and an enthusiastic “roll up your sleeves” mentality.
• Ability to manage ambiguity, take calculated risks and thrive in an unstructured, fast pace environment.
• Ability to provide a realistic outlook of your overall book of business to management.
• Creative thinking and problem solving
• Excellent verbal and written communication skills
• Familiarity with consultative/value selling methodology
• Strong track record of nurturing and developing customer relationships beyond point of sale

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