Industry Account Executive - Middlesex, United Kingdom - SAP

SAP

Verified Company

Middlesex, United Kingdom

2 weeks ago

Posted by:

Tom O´Connor

beBee Recruiter

Description

We help the world run better

What you'll do
The Account Executive's primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers.

The Account Executive brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate SAP products.

Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue.

Annual Revenue
Achieve / exceed quota targets.

Sales strategies

Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organization.

Trusted advisor

Establishes strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.

Customer Acumen

Actively understand each customer's technology footprint, strategic growth plans, technology strategy and competitive landscape. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
Territory and Account Leadership
Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references.

Business Planning

Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Utilize VE, benchmarking and ROI data to support the customer's decision process.

Demand Generation, Pipeline and Opportunity Management

Pipeline planning
Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.

Pipeline partnerships

Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.

Leverage SAP Solutions

Be proficient in and bring all SAP offers to bear on sales pursuits including Industry Solutions, LOB solutions and technology solutions
Advance and close sales opportunities through the successful execution of the sales strategy and roadmap.
Support all SAP promotions and events in the territory

Sales Excellence

Sell value.
Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
Orchestrate resources: deploy appropriate teams to execute winning sales. Create OneSAP.
Utilize best practice sales models.
Understand SAP's competition and effectively position solutions against them.
Maintain CRM system with accurate customer and pipeline information.

Leading a (Virtual) Account Team

Demonstrates leadership skills in the orchestration of remote teams.
Ensure account teams and Partners are well versed in each account's strategy and well positioned for all customer touch points and events. Maximize the value of all sales support organizations.

What you bring

Experience in lead role of a teamselling environment.
Demonstrated success with large transactions and lengthy sales campaigns in a fastpaced, consultative and competitive market.

We build breakthroughs together

We win with inclusion

SAP's culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone - regardless of background - feels included and can run at their best.

At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential.

We ultimately believe in unleashing all talent and creating a better and more equitable world.

EOE AA M/F/Vet/Disability:

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.