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Senior Account Executive - SCP

What we offer

Our company culture is focused on helping our employees enable innovation by building breakthroughs together. 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. Apply now!

 

 


The Senior Account Executive’s primary responsibilities include prospecting, qualifying, selling and closing new business to existing customers within the Midwest region. This position will be responsible for selling into two of SAP's large enterprise customers.  The Account Executive manages executive relationships and brings a point of view to the customer engagement. This position is responsible for leading all resources within the Value Add Team to solve customer problems with appropriate SAP solutions.  This position will also be responsible for both Cloud Software revenue and On-Premise revenue.  

 

This position is responsible for selling into a large Oil & Gas customer and Chemical’s customer - preferred location will be Michigan or Ohio.
 

EXPECTATIONS AND TASKS:

 

Sales Execution

  • Revenue – Meet or exceed your quarterly targets and projected annual revenue goals, both Cloud and On-Premise.
  • Cloud Consumption – Generally support customer care for the consumption of software.
  • Pipeline - Generate 4x pipeline of your 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 proposal generation; Demonstrate ability to develop and lead a holistic sales cycle; Demonstrate your ability to individually create and deliver client proposals; Demonstrate ability to personally close business

 
Business Development

  • Territory Planning – Develop a plan for your territory including large opportunities and a glidepath 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 team’s efforts.
  • Events – Fully leverage SAP events such as SAPPHIRE as well as individual customer-centric events.
  • Customer Engagement
  • Activity – Put day-to-day efforts into personally connecting with your customers. 
  • Value-Sell – Leverage a value-centric and strategic perspective with your customers.
  • Expansion and Customer Intimacy – Expand and deepen SAP relationships at your respective customers – with special focus of development outside of traditional IT channels and partner network.
  • Executive Alignment – Develop and leverage 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.
  • Attitude and Effort – Creatively approach issues and opportunities.  Put the effort in that is required and exhibit a can-do attitude.  

 

WORK EXPERIENCE:

  • 12+ years of experience in sales of complex business software / IT solutions - Experience selling into large enterprise customers preferred
  • Proven track record in business application software sales.
  • Experience in a 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

 
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES:

  • Bachelor equivalent

 

 

 

We are SAP

SAP innovations help more than 400,000 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 200 million users and more than 100,000 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, we build breakthroughs, together.

 

Our inclusion promise

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: Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com.

 

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:303413 | Work Area: Sales | Expected Travel: 0 - 40% | Career Status: Professional | Employment Type: Regular Full Time  | Additional Locations: 

Senior Account Executive - SCP

Facility:  303413
Posted Date:  Oct 21, 2021
Work Area:  Sales
Career Status:  Professional
Employment Type:  Regular Full Time
Expected Travel:  0 - 40%
Location: 

Downers Grove, IL, US, 60515


Nearest Major Market: Chicago

Job Segment: ERP, Business Development, Outside Sales, SAP, Software Sales, Technology, Sales