Senior Account Executive - Public Services Sales (North)
Senior Account Executive - Public Services Sales (North)
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Job Description
We help the world run better
At SAP we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences values flexibility and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative caring team environment with a strong focus on learning and development recognition for your individual contributions and a variety of benefit options for you to choosefrom.
What youll do
The Account Executives 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 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 customers 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 customers decision process.
- Understanding & experience of State Govt/ PSU procurement processes & prior experience in closing large digital transformation initiatives including cloud solutions in the similar industry.
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 enterprise applications like Industry Solutions LOB solutions (CRM SCM HCM SRM et. al) and technology solutions (Business Analytics Mobility Database and Technology et. al)
- 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 SAPs competition and effectively position solutions against them.
- Maintain CRM system with accurate customer and pipeline information.
- Experience in proposing a long term digital transformation roadmap for the customer.
- Ability to collaborate with internal & external stake holders
What youll Bring
- Experience & Language Requirements
- 15 years of experience in sales of complex business software / IT solutions
- Proven track record in business application software sales.
- Experience in lead role of a team-selling environment.
- Prior experience in engaging in the complete sales cycle with Govt customers along with involvement of system integrators State Nodal agencies & consultants.
- Understanding the business of various Govt bodies Utilities & public sector as an industry is a must.
- Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced consultative and competitive market.
- Business level English: Fluent
- Local language: Fluent Business Level
Meet your Team
You will be part of the Public sector & Utilities team as an individual contributor reporting to the Regional Manager. You will be managing account in West & will be based in Mumbai.
Will have to travel in the territory beyond the base location depending on the requirement.
#SalesT3
#SAPCSCareers
Bring out your best
SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software SAP has evolved to become a market leader in end-to-end business application software and related services for database analytics intelligent technologies and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide we are purpose-driven and future-focused with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries people or platforms we help ensure every challenge gets the solution it deserves.At SAPyou can bring out your best.
We win with inclusion
SAPs 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.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application please send an e-mail with your request to Recruiting Operations Team:
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.
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.
Successful candidates might be required to undergo a background verification with an external vendor.
Requisition ID: 419355 Work Area: Sales Expected Travel: 0 - 40% Career Status: Professional Employment Type: Regular Full Time Additional Locations: #LI-Hybrid.
Required Experience:
Senior IC
Employment Type
Full-Time
