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Senior Account Executive - 工程与建筑 Job

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Date: Oct 7, 2020

City: Beijing, 11, CN

Company: SAP



Requisition ID: 261675
Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time



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 remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.

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 that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.

<span style="font-family:"Arial",sans-serif">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.

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Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue.

    • Annual Revenue - Achieve / exceed quota targets.
    • <span style="font-family:"Arial",sans-serif">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.
    • <span style="font-family:"Arial",sans-serif">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.
    • <span style="font-family:"Arial",sans-serif">Customer Acumen - Actively understand each customer’s 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.


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. 
    • <span style="font-family:"Arial",sans-serif">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)
    • <span style="font-family:"Arial",sans-serif">Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.


Sales Excellence

    • Sell value.  
    • <span style="font-family:"Arial",sans-serif">Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
    • <span style="font-family:"Arial",sans-serif">Orchestrate resources: deploy appropriate teams to execute winning sales.  Create OneSAP.
    • <span style="font-family:"Arial",sans-serif">Understand SAP’s competition and effectively position solutions against them.
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  • 5+  years of experience in sales of complex business software / IT solutions
  • <span style="font-family:"Arial",sans-serif">Solider EC&O industries (Engineering, Construction and Operation) working experience.
  • <span style="font-family:"Arial",sans-serif">Proven track record in business application software sales.
  • <span style="font-family:"Arial",sans-serif">Good learning capacity
  • <span style="font-family:"Arial",sans-serif">Experience in lead role of a team-selling environment.
  • <span style="font-family:"Arial",sans-serif">Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.







Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you’re searching for a company that’s 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 – apply now.

To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you 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 (Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com).

Successful candidates might be required to undergo a background verification with an external vendor.

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