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Industry Account Executive - Financial Services, Northeast

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Date: Apr 15, 2021

City: New York, US, 10001

Company: SAP

Requisition ID: 278906
Work Area: Sales
Expected Travel: 0 - 50%
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.

 

The Senior Account Executive assumes the leadership role within their assigned accounts where they will identify and qualify opportunities, develop and drive account strategy and build strong executive relationships.  The Senior AE has ownership for revenue generation within assigned accounts, as well as responsibility for the quality and strength of the overall customer relationship.

 

The Senior AE will be responsible for the creation of a complete territory business plan that generates four times the quota in pipeline opportunity.  The Senior AE should possess a “hunter” mentality and excel at developing and closing large, complex software license transactions.  They will be responsible for driving opportunities that are based on the value of SAP’s entire solution portfolio and will be an expert at communicating the value of SAP in a compelling manner to customers & prospects. The Senior AE will establish and nurture executive relationships independently and will leverage their Virtual Account Team (VAT) to ensure success for both the customer and SAP.

EXPECTATIONS AND TASKS:

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

  • Annual Revenue – Achieve / exceed quota targets.
  • Sales Strategy – Develop comprehensive account plans to ensure revenue target delivery and sustainable growth.   Develop relationships in new and existing accounts and leverage those relationships to drive strategy throughout the organization.
  • 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, technology strategy and competitive landscape.   Review public information for the organization to remain current on key industry trends and issues impacting the customer/prospect.
  • Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles.  Encourage all accounts to become SAP references. Effectively collaborate with the VAT to ensure consistency of message to customer. (OneSAP)
  • Business Planning – Develop and deliver comprehensive business plan to address customer and prospect priorities and pain points.   Utilize VE, benchmarking and ROI data to support the customer’s decision process.

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.
  • Pipeline partnerships – Leverage support organizations including Marketing, Business Development, Partners and Channels to funnel pipeline into the assigned territory.  
  • Leverage SAP Solutions – Be proficient in and bring all SAP solutions to bear on sales pursuits, in collaboration with Line of Business (LoB) AEs.
  • Advance and close sales opportunities.
  • Support all SAP promotions and events in the territory.

Sales Excellence

  • Sell value.  
  • Maintain White Space analysis on accounts.
  • Orchestrate resources: deploy appropriate teams to execute winning sales.  Embody OneSAP.
  • Utilize best practice sales models.
  • Understand SAP’s competition and effectively position solutions against them.
  • Maintain CRM system with accurate customer and pipeline information.

Lead a Virtual Account Team

  • Demonstrate leadership skills in the orchestration of remote teams.
  • Ensure effective and efficient utilization of VAT.
  • Ensure account teams and Partners are well versed in each account’s strategy and well-positioned for all customer touch points and events.
  • Maximize the value of all sales support organizations.

WORK EXPERIENCE:

  • 5+ years of experience in sales of complex business software / IT solutions
  • 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’s degree or higher strongly preferred
  • Demonstrated history of achieving a sales quota of $4 million or more in software revenue
  • Hunter mentality with experience working the full cycle of complex sales and presenting to multiple levels of customer leadership
  • Possess the ability and self-motivation to work independently in a geographically dispersed model
  • Strong oral and written communication skills

 

 

WHAT YOU CAN 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.
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.
Additional Locations: 


Nearest Major Market: Manhattan
Nearest Secondary Market: New York City

Job Segment: Financial, ERP, Business Development, Software Sales, SAP, Finance, Technology, Sales