SAP Corporate Account Executive 

Germany, Berlin 

96456784

Main Responsibilities:

• Drive Cloud adoption / sales revenues based on assigned installed base & net-new name accounts.
• Aligns with PBMs on Partner Business Planning for the territory covered; identifies opportunities for further growth in the territory and becomes active, in collaboration with other GPO sales areas (PBMs, Inside Sales, etc.).
• Responsible for creation, monitoring and review of cloud opportunities based on assigned account sets. Defines innovative approaches to generate business and executes either directly or via the partner-sales teams. Drives core strategies and actions to ensure KPI achievement.
• In indirect deal engagements, coaches partner sales reps to interact with prospects in large or complex SW deals in his area of solution / industry expertise in order to position the value of the respective cloud / industry solution as supported by ROI, business case development, references, and supporting analyst data. Ensures high conversion rate from pipeline to deal closure, shortening of the sales process and improvement of win rate in order to achieve real volume business. Be an expert on the competition with their assigned industry and/or geography. Understand competitive threats (e.g., how to beat the competition).
• Drives deal closure by inserting him-/herself in big and complex opportunities and positively engages respective VAT teams (Pre-sales, value engineering, legal, finance, revenue recognition, business operations etc) to achieve success. Balances direct / indirect activities in order to maximize the revenue in the territory assigned.
• Monitoring the effective and appropriate use of SAP assets (i.e., Presales) by partners.
• Reporting on sales progress throughout the year; identification of deviations from plans agreed and actively engaging in measures to deliver goals agreed to.
• Ensures active renewals of assigned accounts – both direct and with partners.

Experience & Language Requirements

• Minimum 7 years experience in sales & indirect sales – in cloud technologies or solutions
• Profound knowledge in one or in several solution areas such as e.g. ERP, AI, Human Resource Management, Customer Management, Spend Management, Integration Platform or Data Mining solutions on Cloud or in a certain industry
• Knowing or having successful experience in multi channel go to market models
• Understanding the principles of solution & cloud selling through Partners
• Knowledge and understanding of Indirect channel dynamics
• Knowledge of ERP market
• Local market knowledge and understanding
• Business level English: yes

Education

• Bachelor/Master's equivalent: Yes

Travel

• 10% - to other cities / provinces as required on customer engagements / coverage
• Annual sales kick-offs, conventions as required.

Job Segment:Cloud, Pre-Sales, Account Executive, ERP, Technology, Sales