Senior Account Executive - FSI
Senior Account Executive - FSI
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Job Description
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.
Accountability
- responsible for delivery of outcome of assigned projects or areas of responsibility internally recognized senior on complex technical and business matters
- works on large complex activities using demonstrated creativity and expertise and applying specialist professional knowledge to deliver high quality results / technical solutions
- collaborates in devising long-term concepts
- may include team lead or supervisory responsibilities
- Complexity
- contributes independently resolves complex issues in own specialist area (e.g. cross-functional or cross-country projects) works independently on topics while setting priorities having sole responsibility
- provides regular project status and updates
- decisions/solutions can enhance essentially current and future design and strategy enhance complex systems & processes
- Experience
- advanced technical or business skills and special knowledge in one / several areas
- individuals with a customer focus have developed the acumen to cultivate and develop lasting customer relations typically several years experience with increasing amount of responsibility
Communication
- builds and maintains partnerships with internal and external customers and partners
- contributes actively to build common ground for cooperation
- communicates clear and conveying processes & policies in a way that others can understand
- communicates relevant messages in a timely manner and with constructive feedback to cross functional colleagues & managers
Key Responsibilities & Tasks
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 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 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.
- 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 (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.
- Leading a (Virtual) Account Team
- Demonstrates leadership skills in the orchestration of remote teams.
- Ensure account teams and Partners are well versed in each accounts strategy and well positioned for all customer touch points and events. Maximize the value of all sales support organizations.
Experience & Language Requirements
- 10 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.
- Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced consultative and competitive market. Business level English: Fluent
- Thai English language: Fluent Business Level
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.
SAP is committed to the values of Equal Employment Opportunity and provides 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.
Qualified applicants will receive consideration for employment without regard to their age race religion national origin ethnicity gender (including pregnancy childbirth et al) sexual orientation gender identity or expression protected veteran status or disability in compliance with applicable federal state and local legal requirements.
Successful candidates might be required to undergo a background verification with an external vendor.
AI Usage in the Recruitment Process
For information on the responsible use of AI in our recruitment process please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process.
Please note that any violation of these guidelines may result in disqualification from the hiring process.
Requisition ID: 433079 Work Area: Sales Expected Travel: 0 - 10% Career Status: Professional Employment Type: Regular Full Time Additional Locations: #LI-Hybrid
Required Experience:
Senior IC
Employment Type
Full-Time
