Senior Account Executive - Federal Government

 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. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. 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 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. 

 Please note:

• Role is based in Canberra.
• Federal Government is part of SAP’s Strategic Customer Program. and therefore this role works closely with Global Account Director. This IAE role will work 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.

1. Annual Revenue - Achieve / exceed quota targets.
2. 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.
3. 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.
4. 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.
5. Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles.  Encourage all accounts to become SAP references.
6. Business Planning – Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points.   Utilise SAP’s Value Engineering team, benchmarking and ROI data to support the customer’s decision process.
7. 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 SAP’s 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 account’s 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 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 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 company’s 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

SAP’s 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 and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide 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: Careers@sap.com
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.

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 (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Successful candidates might be required to undergo a background verification with an external vendor.

Requisition ID: 409930  | Work Area: Sales  | Expected Travel: 0 - 10%  | Career Status: Professional  | Employment Type: Regular Full Time   | Additional Locations: #LI-Hybrid.