Senior Account Executive - Midwest - Enterprise Manufacturing Accounts
Senior Account Executive - Midwest - Enterprise Manufacturing Accounts
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1 Vacancy
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.
SAP values the entrepreneurial spirit fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe together we can transform industries grow economics lift up societies and sustain our environment because its the best-run businesses that make the world run better and improve peoples lives. If youre searching for a company thats dedicated to your ideas and individual growth recognizes you for your unique contributions fills you with a strong sense of purpose and provides a fun flexible and inclusive work environment.
The Midwest Mindset
The Midwest market unit is focused on expanding SAPs footprint with our customers. We are a team of dynamic growth partners dedicated to creating wildly successful customer experiences. We consider ourselves significant to customers and are partners in what we own in their environment. Our Midwest teams work with customers in a variety of industries that transform the way our customers conduct business. Ideal candidates will serve as force multipliers and exhibit a can-do attitude and creativity when engaging with internal teams partners and customers.
What Youll Do:
The Senior Account Executives primary responsibilities include prospecting qualifying selling and closing new business to existing customers within the Midwest region. This position is responsible for selling to large enterprise customers. The Account Executive manages executive relationships and brings a point of view to the customer engagement. This position sells into large enterprise accounts in the Midwest region (primarily MI OH IL ).
Sales Execution
- Annual Revenue Meet/exceed quarterly targets and annual quota targets for Software License Cloud Subscription and Renewal revenue.
- Pipeline - Generate and maintain a 5x pipeline of assigned quota forecasting accurate and feasible pipeline opportunities.
- Deal and Pipeline Health Manage accuracy in forecasting and the information maintained in supporting systems.
- Sales Cycle Execution - Demonstrate a strong understanding of SAP solutions and the necessary combinations of solutions for accurate client proposals. generation Demonstrate ability to develop and lead a holistic sales cycle.
- Demonstrate your ability to individually create and deliver client proposals.
Business Development
- Territory Planning Develop a plan for your territory including large opportunities and a glide path to deliver them.
- Account Planning Effectively execute Account Planning as well as appropriate follow-up actions.
- Virtual Account Team (VAT) Management Manage and effectively use your extended VAT to penetrate all customer buying centers to identify and qualify new opportunities. Leverage whitespace to focus your teams efforts.
- Events Fully leverage SAP events such as SAPPHIRE as well as individual customer-centric events.
Customer Engagement
- Value-Sell Leverage a value-centric and strategic perspective for the entire SAP portfolio with your customers.
- Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value. 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.
- Expansion and Customer Intimacy Expand and deepen SAP relationships with your respective customers with a special focus on development outside of traditional IT channels and partner networks. Put day-to-day efforts into personally connecting with your customers.
- Executive Alignment Develop and manage continuous SAP executive sponsorship.
General
- Leadership Demonstrate effective leadership of your entire business by strategizing and communicating with your team early and often. Be the field general. Lead your customer versus being led think and act proactively. Hold people accountable for corresponding actions. Effectively escalate and/or remove roadblocks.
- Partner Utilize partners across all spectrums (internal and external) to support your objectives.
- Communication Exhibit clarity accuracy frequency and professionalism in all forms of communication.
- Responsiveness Be responsive and timely to all internal and external customer and partner requests. Have a sense of urgency.
- Operational Excellence Run your territory like a business in all regards. Utilize best practices.
Sales Excellence
- Lead a (Virtual) Account Team and GTM strategy within assigned territory.
- Sell value utilizing best-practice sales models.
- Maintain White Space analysis and execution of initiatives (upsell and cross sell) on customer base.
- Orchestrate resources: deploy appropriate teams to execute winning sales; foster the OneSAP/OneMidwest culture.
- Understand SAPs competition and effectively position solutions against them.
- Regularly maintain CRM system with accurate customer and pipeline information.
- Ensure account teams and Partners are well-versed in each accounts strategy and well-positioned for all customer touchpoints and events. Maximize the value of all sales support organizations.
What You Bring
- 5 years of experience in sales of complex business software and cloud solutions preferred.
- Experience selling to large enterprise customers (existing customers).
- Proven track record of success in business application software sales previous cloud sales experience highly preferred.
- Experience in a lead role in 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
- Ability to travel to customer and/or SAP and Partner offices every week.
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES:
- Bachelors equivalent
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 age gender (including pregnancy childbirth et al) sexual orientation gender identity or expression protected veteran status or disability.
Compensation Range Transparency: SAPbelieves the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAPs commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 186800 - actual amount to be offered to the successful candidatewill be within that range dependent upon the key aspects of each case which may include education skillsexperience scope ofthe role location etc. as determinedthrough theselection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.
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: 435614 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
