Sap | Senior Account Executive
vor 2 Wochen
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.
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 choose from.
COMPANY DESCRIPTION
SAP started in 1972 as a team of five colleagues with a desire to do something new.
Together, they changed enterprise software and reinvented how business was done.
Today, as a market leader in enterprise application software, we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.
Please note:
Role is based in Canberra.
Federal Government is part of SAP's Strategic Customer Program.
This role works closely with the Global Account Director and will operate under the strategic guidance of the GAD role.
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 and the SAP support organisation.
Account and Customer Relationship Management, Sales and Software License, Cloud Subscription and Renewal Revenue.
Annual Revenue: Achieve / exceed quota targets.
Sales strategies: Develop effective and specific account plans to ensure revenue target delivery and sustainable growth.
Trusted advisor: Establish strong relationships based on knowledge of customer requirements and commitment to value.
Customer Acumen: Understand each customer's technology footprint, strategic growth plans, and competitive landscape.
Territory and Account Leadership: Lead designated territory, including accounts and sales cycles.
Business Planning: Develop and deliver comprehensive business plans to address customer priorities.
Business Hygiene: Accurately represent business forecasts with regular updates.
Demand Generation, Pipeline and Opportunity Management
Pipeline planning: Maintain a rolling pipeline.
Pipeline partnerships: Leverage support organisations to funnel pipeline into the assigned territory.
Leverage SAP Solutions: Be proficient in all SAP offers.
Advance and close sales opportunities: Execute sales strategy effectively.
Support all SAP promotions and events in the territory.
Sales Excellence
Sell value.
Create meaningful customer-facing artefacts.
Qualify efforts and opportunities well.
Maintain White Space analysis and execution of initiatives.
Orchestrate resources to execute winning sales.
Utilise 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
Demonstrate leadership skills in orchestrating remote teams.
Ensure account teams and Partners are well-versed in each account's strategy.
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 Teams Experience & Educational Requirements
5+ years of experience in senior business roles Experience with engagement for senior stakeholders across Federal Government Experience in lead role of a team environment.
Demonstrated success with large transactions and lengthy sales campaigns.
Business level English: Fluent Local language: Fluent, Business Level Key Success Factors
Quantitative:
Software License Revenue Solution License Revenue Cloud Subscription and Renewal Revenue Pipeline Coverage Customer Satisfaction Quota Achievement Number of deals Qualitative:
Self-Development / Learning and Growth Activities demonstrating account / relationship management Partner and 3rd Party Engagement Demonstration of opportunity up sell / cross sell Additional Requirements
SAP Tool and Process:
Managing CRM Q2C/GAF Process Pricing / Quote Tool Account Planning Management (APM) Others:
Comply with all SAP policies.
Comply with SAP Code of Conduct and local laws.
Comply 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 Mobility
Ability and willingness to travel: yes Bring out your best
SAP innovations help over four hundred thousand customers worldwide work together more efficiently.
We are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development.
We win with inclusion
SAP's culture of inclusion helps ensure that everyone feels included and can run at their best.
We 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, sexual orientation, gender identity or expression, protected veteran status, or disability.
Requisition ID: 409930 | Work Area: Sales | Expected Travel: 0 - 10% | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.
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