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Sales

Senor Account Executive-Services

 

 

Requisition ID: 284572
Work Area: Sales
Expected Travel: 0 - 10%
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.

 

Key Responsibilities & Tasks

 

The Senior Services Account Executive has high influence on the growth of SAP Services business and develops and maintains effective relationships with senior executives in assigned account(s). They are accountable to ensure business growth through sales and business development activities and ensure they are delivered in accordance with the organizational strategy. This role represents the SAP Services organization from a sales and business development perspective and is a key contributor to the overall success of the customer and partner relationships. This is a sales role and is expected to generate qualified opportunities based on holistic understanding of customer challenges, establishing and developing the SAP Services footprint and closing deals within their assigned accounts(s).

Account and Stakeholder Management

  • Builds a foundation within assigned account(s) on which to harvest future Services business opportunities
  • Actively understand each of their assigned key customer's technology footprint, strategic growth plans, technology strategy and competitive landscape
  • Single Point of Contact for the customer representing the SAP Services organization for assigned account(s) to establish and develop SAP footprint
  • Develop and deliver best-practice comprehensive Services account plans to address customer and prospects priorities and pain points. 
  • Utilize SAP Intelligent tools and standards to support the customer's decision process.
  • Direct contributor to overall long-term success of customer and partner relationships within the account
  • Orchestrates resources: deploy appropriate teams to execute winning sales

 

Commercial Accountability

  • Accountable for booking and revenue Services targets for assigned account(s)
  • Generation and management of opportunities and bids, deal closure through formal sales cycle
  • Shapes deals that are compliant, aligned to agreed governance process, controls and targets
  • Manage service deal pipelines for short, mid and long term, closely working with license team and delivery team
  • Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
  • Sells the complete Services portfolio aligned to customer needs (according to defined Sales bag)
  • Maintain internal systems with accurate customer and pipeline information

 

Service Delivery Management

  • Accountable for sales hand-over to delivery, ensuring contracts are in place and team can successfully mobilize per contract obligations
  • Accountable for all Services Commercial aspects in assigned account, supporting Delivery Teams engaged in delivering against existing contracts

 

Collaborative Working Environment

  • Acts as a key team member within the extended Sales Account Executive team
  • Is self-aware - understands their own strengths and weaknesses, looks to leverage strengths and work on weaknesses
  • Treats customers and colleagues with respect, fairness and consideration
  • Strong collaboration with the SAP ecosystem and technology partners

 

Experience & Educational Requirement

 

Functional Experience

  • Demonstrable track record of value selling, service sales and solution selling experience
  • Intimate knowledge of enterprise software projects (e.g. SAP ERP, Cloud, hybrid, XO) and the overall lifecycle management of enterprise applications
  • 5+ years direct quota carrying selling experience in the enterprise software and services industry. Ideally, a combination of both direct enterprise software sales and direct services sales.
  • 5+ years experiences in sales activities including generation and management of opportunities and bids, deal closure and client relationship management
  • Industry experience in broader manufacturing industries including electronics, chemical, automotive, steel, and etc 
  • Demonstrated success with medium to large transactions and lengthy sales campaigns in a fast- paced, consultative and highly competitive market
  • Experience in managing customers and partners
  • Proven track record in business application software and/or services sales within large, key account
  • A successful track record of driving opportunity development (including growth and qualification of pipeline in conjunction with assigned Account Executives) and accurate forecasting of the renewal and network growth opportunities
  • 3+ years of deep industry/domain expertise

 

Partner Ecosystem Expertise

  • Knowledge of SAPs Partners, Competitors and the regional IT Industry
  • Effective collaboration & management of the SAP partner ecosystem as relative to the assigned account(s) (incl. joint deals/business development)

 

International Experience

  • Experience with large Multinational Customers
  • Experience working in other countries and regions is desirable

 

Education

  • Bachelor or Master's Degree (MBA would be advantageous)

 

Professional Training and Certification

  • High level of recognized sales training including in advanced negotiation skills

 

Language Requirement

  • Fluent in English & Korean

 

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 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).

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

Additional Locations

Senor Account Executive-Services

Facility:  284572
Posted Date:  Jun 8, 2021
Work Area:  Sales
Career Status:  Professional
Employment Type:  Regular Full Time
Expected Travel:  0 - 10%
Location: 

Seoul, KR, 06292


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