Sales

Account Executive for Financial Services

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Posição:  Account Executive - FSI (Financial Services and Insurance)

Reporte: Diretor de Vendas 

 

 

Principais Responsabilidades:

 

As principais responsabilidades do Executivo de Contas incluem a prospecção, qualificação, venda e fechamento de novos negócios para clientes base-instalada e novos clientes do Segmento de FSI (Serviços Financeriros e Seguradoras). O Executivo de Contas suporta no engajamento do Cliente; usa todos os recursos disponíveis para resolver os problemas do cliente com produtos SAP apropriados.

 

1. Gestão de Contas e Relacionamento com Clientes, Vendas e Licença de Software e Subscrição de Serviços na Nuvem.

1.1. Alcançar/superar a metas de vendas.

1.2. Estratégias de vendas - Desenvolve planos de contas de acordo com metodologia para garantir a entrega das metas de receita e o crescimento sustentável da carteira de clientes. Desenvolva relacionamentos em clientes novos e existentes e aproveite para impulsionar estratégias complexas nas grandes organizações.

1.3. Trusted advisor - Estabelece fortes relações com os executivos, por meio do entendimento dos requisitos do cliente e no compromisso com a entrega de valor (valor às áreas de negócio, valor da experiência , valor das soluções, valor na excelência de implementação). Cria uma base sobre a qual colher futuras oportunidades.

1.4. Perspicácia do cliente - Compreenda ativamente a pegada tecnológica de cada cliente, os planos estratégicos de crescimento, a estratégia tecnológica e o cenário competitivo. Revise as informações públicas (por exemplo, novas nomeações de executivos, declarações de RI, informes de resultados, comunicados à imprensa) para se manterem atualizados sobre as principais tendências e problemas do setor que afetam o cliente em potencial.

1.5. Liderança de território e conta - Lidere o território designado, performe em todo o ciclo de vendas e Incentive todas as contas a se tornarem referências SAP.

1.6. Planejamento de Negócios - Desenvolver e entregar um plano de negócios abrangente para abordar as prioridades e pontos problemáticos de clientes e prospects. Terá a disposição para utilizar, dados de engenharia de valor, benchmarking e ROI para apoiar o processo de decisão do cliente.

 

2. Geração de Demanda, Pipeline e Gestão de Oportunidades

2.1. Planejamento de pipeline - Siga uma abordagem disciplinada para manter um pipeline contínuo e crescente.

2.2. Parcerias - aproveite as organizações de suporte, incluindo marketing, vendas internas, parceiros e canais para direcionar o pipeline para o território atribuído.

2.3. Aproveite as soluções SAP - Seja proficiente e traga todas as ofertas da SAP para as atividades de vendas, incluindo soluções industriais, soluções das linhas de negócios (Marketing, Cadeia de Suprimentos, Recursos Humanos, Gestão de Despesas e Fornecedores, etc) e soluções tecnológicas (Soluções Analíticas, Mobilidade, Tecnologia e Base de Dados, etc.).

2.4. Apoie todas as promoções e eventos da SAP no território - assuma um papel ativo de liderança de vendas nos eventos da SAP.

 

3. Excelência em Vendas

3.1. Crie e compartilhe as melhores práticas de vendas e habilidades de negociação.

3.2. Entenda qual o Valor ideal de venda e elabore a cotação para aprovação

3.3. Manter análise de White Space e execução de iniciativas (up sell e cross sell) na base de clientes.

3.4. Orquestre recursos: implante equipes apropriadas para executar vendas vencedoras.

3.5. Utilize modelos de vendas de melhores práticas.

3.6. Entenda a concorrência da SAP e posicione as soluções de forma eficaz contra eles.

3.7. Manter o sistema de CRM com informações precisas sobre clientes e pipeline.

 

4. Liderar uma equipe virtual (VAT)

4.1. Deve operar como estrategista no atendimento e proposição de negócios aos clientes.

4.2. Demonstrar habilidades de liderança na orquestração de equipes em reuniões presenciais e remotas.

4.3. Assegure-se de que as equipes de contas e os parceiros estejam bem familiarizados com a estratégia de cada conta e bem posicionados para todos os pontos de contato e eventos do cliente.

 

Experiência e requisitos Adicionais

Mais de 10 anos de experiência em vendas de software empresarial complexo / soluções de TI.

Histórico comprovado em vendas de software de aplicativos de negócios.

Experiência com diferentes segmentos industriais.

Sucesso comprovado com grandes transações e longas campanhas de vendas em um mercado acelerado, consultivo e competitivo.

Excepcional capacidade contratual e de negociação.

Inglês nível de negócios: Avançado/Fluente

 

 

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Key Responsibilities & Tasks
 
The Account  Executive's  primary  responsibilities  include  prospecting,  qualifying,  selling  and  closing  new  business to existing and net new customers for the Fin Services. The Account Executive brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate SAP products. 
 
1. Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue. 
1.1. Annual Revenue - Achieve / exceed quota targets. 
1.2. Sales strategies- Align SAP Cloud /SaaS solutions with the customer's strategic objectives - Develops best practice account plans to ensure revenue target delivery and sustainable growth.   Develop relationships in new and existing customers and leverage to drive complex strategy through complex and global organizations. 
1.3.  Trusted  advisor  -  Establishes  strong  management  and  CxO  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. 
1.4. 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. 
1.5. Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles.  Encourage all accounts to become SAP references.
1.6. Business Planning - Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Utilize Value Engineering, benchmarking and ROI data to support the customer's decision process. 
 
2. Demand Generation, Pipeline and Opportunity Management 
2.1. Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.  
2.2. Pipeline partnerships - Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.   
2.3.  Leverage SAP  Solutions  -  Be  proficient  in  and  bring  all  SAP  offers  to  bear  on  sales  pursuits  including  Industry Solutions, LOB solutions (CRM, SCM, HCM, SRM et. al) and technology solutions (Business Analytics, Mobility, Database and Technology, et. al).  Demonstrate early adoption of all new solutions and strategies. 
2.4.  Advance and  close  sales  opportunities  -  through  the  successful  execution  of  the  sales  strategy  and  roadmap. Negotiate early and against a win/win strategy for SAP and its customers. 
2.5. Support all SAP promotions and events in the territory - take an active, sales leadership role in SAP events. 
 
3. Sales Excellence 
3.1. Build and share best practice sales and negotiation skills. 
3.2. Sell value.   
3.3. Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base. 
3.4. Orchestrate resources: deploy appropriate teams to execute winning sales.  Create One SAP. 
3.5. Utilize best practice sales models. 
3.6. Understand SAP's competition and effectively position solutions against them. 
3.7. Maintain CRM system with accurate customer and pipeline information. 
 
4. Leading a (Virtual) Account Team 
4.1. Mentor Associate /Senior Account Executives.  
4.2. Demonstrate leadership skills in the orchestration of remote teams. 
4.3. 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.
 
Experience & Educational Requirements
10+  years of experience in sales of complex business software / IT solutions.
Proven track record in business application software sales. 
Experience with customers of different segments.
Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market. 
Exceptional contractual and negotiation skills. 
Business level English: Advanced/Fluent
 

We build breakthroughs together

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.

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.

Requisition ID: 344344  | Work Area: Sales  | Expected Travel: 0 - 40%  | Career Status: Professional  | Employment Type: Regular Full Time   | Additional Locations: #LI-Hybrid
 

Requisition ID:  344344
Posted Date:  Jun 25, 2022
Work Area:  Sales
Career Status:  Professional
Employment Type:  Regular Full Time
Expected Travel:  0 - 40%
Location: 

Sao Paulo, BR, 04795-100

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