SAP Services Sr Account Executive 

United Kingdom, England, London 

885478045

Responsibilities:

• Conduct detailed research and comprehensive analysis on customer industry and specific customer account business imperatives and challenges.
• Develop territory and account plans, leveraging all assets available (e.g. lines of service, marketing events, delivery resources) that represent pipeline growth and business opportunities.
• Ensure adequate pipeline coverage by leveraging the breadth of SAP Services’ entire portfolio of products and services; identify the intersection of customer business challenges with SAP Services capabilities and continuously review and update territory and opportunity plans based on a dynamic customer environment.
• Become an expert in the customer decision making process and develop relationships with key decision makers, nurture champions and coaches, and progress a deal through sales cycle.
• Facilitate customer discovery and implementation scoping sessions to define requirements for input into implementation plans, estimates, resource models, and pricing models.
• Build strong internal relationships with license sales, alliance partners, services delivery, product management, and other groups in the spirit of the SAP Building Bridges behavior.
• Research and educate oneself formally in organized education forums and informally with internal sales collateral, competitor content, and internal eLearning resources related to SAP business

Experience and Role Requirements:

• Minimum of 5 years of experience in sales or business development activities including generation and management of opportunities, bids, deal closure and relationship management.
• SAP product and prior enterprise business application software or implementation experience is preferred.
• Experience working collaboratively through effective communication and management thinking coupled with significant political insightfulness
• Proven experience with identifying opportunities and managing them through sales process from inception to close
• Ability to project a professional presence while preparing and conducting presentations to customers during all phases of the relationship
• Possess understanding of key negotiation terms and conditions and general understanding of contractual structures for medium to highly complex consulting engagements
• Advanced capability in researching and understanding customer business challenges and tying them to associated value propositions
• Experience leading and influencing a team without direct reporting authority
• Ability to adapt and function effectively in fast-paced, changing environment

Personal Characteristics Required:

• Judgment: ability to demonstrate consistent logic, rationality and objectivity in decision making. Achieves good balance between quick decisiveness and slower, more systematic approaches. Performs critical problem solving easily.
• Communication: ability to demonstrate fluency, proper grammar, and organization of thought. Demonstrates willingness to participate in and lead meetings and communicate effectively with staff at all levels.
• Business acumen: ability to apply sound commercial judgement when demonstrating to our customers how our services will generate significant value and return on investment.
• Independence: functions successfully without much supervision and stays focused.
• Standards of Performance: strives and consistently achieves quality results; demonstrates low tolerance for mediocrity; exhibits conscientiousness, dedication, self-discipline and responsibility.
• Empathy: Be able to adapt to a customer’s behavior and changing moods/behavior
• Problem Solving: Must have a desire to help solve customer challenges by applying critical thinking skills

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