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Senior Account Executive - Midwest

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Date: Feb 11, 2021

City: Minneapolis, MN, US

Company: SAP

Requisition ID: 274959
Work Area: Sales
Expected Travel: 0 - 60%
Career Status: Professional
Employment Type: Regular Full Time

 

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.

 

ROLE DESCRIPTION:

 

The Account Executive’s primary responsibilities include prospecting, qualifying, selling and closing new cloud and on-premise business to net-new and existing customers. The Account Executive brings a Point of View to the Customer engagement; leading all resources to solve customer problems with appropriate SAP products.  This position will be focused on Dormant/Net New accounts in the Midwest Region (Minnesota, Wisconsin, Illinois, Indiana, Michigan, Ohio) across multiple verticals.

 

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 3X-4X R4Q of your quota in accurate and feasible pipeline opportunities. 
  • Deal and Pipeline Health – Stay current and accurate in your forecasting and the information maintained in supporting systems.
  • Sales Cycle Execution
    • Demonstrate accurate understanding of SAP solutions and the necessary combinations of products 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 the day-to-day effort 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.
  • Executive Alignment – Develop and leverage SAP-to-customer executive engagement, not just in support of a given deal.

 

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.  Have a high “motor.”

 

 

WORK EXPERIENCE:

 

-  8+  years of experience in sales of complex business software / IT solutions - selling net-new business experience preferred

-  Proven track record in business application software sales.

-  Experience in 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

 

WHAT YOU GET FROM US
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.

SAP'S DIVERSITY COMMITMENT
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 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). Requests for reasonable accommodation will be considered on a case-by-case basis. Successful candidates might be required to undergo a background verification with an external vendor.

EOE AA M/F/Vet/Disability:
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, gender, sexual orientation, gender identity, protected veteran status or disability.

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


Nearest Major Market: Minneapolis

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