Senior Account Executive

We help the world run better
At SAP we keep it simple: you bring your best to us and well bring out the best in you. Were builders touching over 20 industries and 80% of global commerce and we need your unique talents to help shape whats next. The work is challenging but it matters. Youll find a place where you can be yourself prioritize your wellbeing and truly belong. Whats in it for you Constant learning skill growth great benefits and a team that wants you to grow and succeed.

Role is based in Adelaide.
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 and the SAP support organisation

• Account and Customer Relationship Management Sales and Software License Cloud Subscription and Renewal Revenue
• Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable 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.
• Annual Revenue - Achieve / exceed quota targets.
• Customer Acumen - Actively understand each customers technology footprint strategic growth plans technology strategy and competitive 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 SAPs Value Engineering team benchmarking and ROI data to support the customers decision process.
• Business Hygiene Appropriately and accurately represent business forecast with regular and complete updates. Attend forecast meetings be able to give an account of all deals in territory and follow-up requests for information from management.
  

Demand Generation Pipeline and Opportunity Management
1. Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
2. Pipeline partnerships Leverage support organisations including Marketing Inside sales Partners and channels to funnel pipeline into the assigned territory.
3. Leverage SAP Solutions Be proficient in and bring all SAP offers to bear on sales pursuits including Industry Solutions Line of Business solutions (Customer Experience Digital Supply Chain Human Experience Supplier Relationship Management) and technology solutions.
4. Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
5. Support all SAP promotions and events in the territory.

Sales Excellence
1. Sell value.
2. Create meaningful and high-quality customer facing artefacts.
3. Qualify efforts and opportunities well.
4. Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
5. Orchestrate resources: deploy appropriate teams to execute winning sales.
6. Utilise best practice sales models.
7. Understand SAPs competition and effectively position solutions against them.
8. Maintain CRM system with accurate customer and pipeline information

Leading a (Virtual) Account Team
1. Demonstrates leadership skills in the orchestration of remote teams.
2. Ensure account teams and Partners are well versed in each accounts strategy and well positioned for all customer touch points and events. Maximise the value of all sales support organisations.

Competencies & Skills:

SAP Core Competencies

Customer Focus
Business Acumen
Innovative Thinking

Job Specific Competencies:
Consultative Selling
Executives Communication
Negotiation Skills
Sales Industry Knowledge
Customer Engagement Lifecycle (CEL)
Sales Process Acumen
Marketing & Sales
Financial Acumen
Business Planning
Change Management Methods
Managing Virtual Team

Experience & Educational Requirements:
5 years of experience in senior business roles
Experience with engagement for senior stakeholders across SA Public Sector including State Government
Experience in lead role of a team environment.
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

Key Success Factors:
Quantitative:
Software License Revenue (Individual Software License Revenue Team Software License Revenue)
Solution License Revenue
Cloud Subscription and Renewal Revenue
Pipeline Coverage / Pipeline multiple
Pipeline / Opportunity Management
Customer Satisfaction
Quota Achievement
Number of deals
Other:
Percentage of opportunities identified and created
Percentage of opportunities co-selling with Field Sales
Number of opportunities closed with Inside Sales
Percentage of opportunities closed to win
Percentage of opportunities where the Business Partner is engaged
Qualitative:
Self-Development / Learning and Growth (completion of assigned development plan e.g. GCO Sales University curricula etc.)
Activities demonstrating account / relationship management
Partner and 3rd Party Engagement
Opportunity engagement of Business Partners
Demonstration of opportunity up sell / cross sell
Activities performed and recorded to demonstrate the relationship management of assigned accounts contacts or territory.

Additional Requirements:
SAP Tool and Process
Managing CRM
Q2C/GAF Process
Pricing / Quote Tool
Account Planning Management (APM) as a planning tool
Contract policies
Others:
Comply with all SAP personnel sales proposals and contract policies.
Comply with SAP Code of Conduct local laws and regulations as well as companys processes and procedures.
Comply in a timely manner with all travel and expense policies.

Customer/Partner Interactions
External:
Customers
Prospects
Strategic Partners
Volume Partners
Internal:
SAP Executive Management
AE peers
Inside Sales
Professional Services
Solution Engineers
Solution Advisors
Value Engineering Team
Contracts & Finance
Marketing
Training
Product Development
Proposal Management Team
Mobility
Ability and willingness to travel: yes
Business travel requirements: Country & Regional

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 SAP you 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 world.

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AI Usage in the Recruitment Process

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Requisition ID: 433084 Work Area: Sales Expected Travel: 0 - 10% Career Status: Professional Employment Type: Regular Full Time Additional Locations: #LI-Hybrid