High Growth Senior Account Executive - Midwest

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. 

Be part of a growing organization that is expanding SAP’s footprint and forging new relationships with some of the world’s largest and fastest-growing companies! We are a team of strategic growth partners, agents for innovation, and problem solvers filled with grit and passion for driving customer success.  The High Growth team works with our clients to accelerate their business strategy and improve outcomes by introducing them to SAP’s latest innovations. We always strive to help one another succeed with a collaborative environment where you can learn from your peers and have access to the resources you need to excel. 
 
The ideal candidates possess a hunter mentality, passion for client success, and put sales excellence and problem-solving above all. Not sure if you have all the right qualities? We are excited about diverse backgrounds and unique profiles. #SAPCareersHighGrowthMarket
 
EXPECTATIONS AND TASKS:

 Account and Customer Relationship Management 

• Annual Revenue – Achieve and exceed quota targets.
• Sales Strategy – Develop comprehensive territory and account plans to ensure revenue target delivery and sustainable growth. 
• Hunter Mentality - Forge new and expanded relationships in your accounts and leverage those relationships to increased demand throughout the organization.
• Value Selling - Establish strong relationships based on knowledge of customer requirements and commitment to value.
• Customer Acumen - Understand each customer’s strategic growth plans, business challenges, technology strategy, and competitive landscape.  
• 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 messages to customers. 
• Business Planning – Develop and deliver a comprehensive business plan to address customer and prospect priorities and pain points.  

Demand Generation, Pipeline and Opportunity Management 

• Prospect for opportunities using various methods and technologies such as Outreach, Zoom Info, and LinkedIn Sales Navigator.
• Pipeline planning & Partnership – Follow a disciplined approach to maintaining a rolling pipeline. Leverage support organizations including Marketing, Business Development, Partners and Channels to funnel pipeline into the assigned territory.
• Leverage SAP's entire solution portfolio in sales pursuits, in collaboration with Line of Business (LoB) AEs.
• Support all SAP promotions and events in the territory.

Sales Excellence 

• Sell business value and outcomes vs technology features and functions.
• Maintain White Space analysis on accounts.
• Embody OneSAP by orchestrating resources and bringing together appropriate teams to execute winning sales.  
• 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 touchpoints 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 the 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: 

• Demonstrated history of achieving a sales quota of $2 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

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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.

Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 180,500 - 383,900 USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.

Requisition ID: 412411 | Work Area:Sales  | Expected Travel: 0 - 40% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid

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