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Sr. Industry Account Executive, Toronto

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Date: Feb 18, 2021

City: Toronto, ON, CA

Company: SAP

 

 

Requisition ID: 275276
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.

 

 

 

As an Industry Account Executive, you are a senior sales leader with overall responsibility for SAP’s relationship with our most strategic clients.  You are passionate about client success and will have the sales, business and industry expertise required to build trusted c-suite relationships with our clients.  You will collaborate with value advisors, product, engineering, marketing, and other SAP sales teams to develop a thoughtful perspective for our clients by identifying the value drivers and the solutions that solve their business challenges. As a result, you will bridge executive relationships and lead organizations through the digital transformation. 

You’re a natural leader who is comfortable bringing together and leading internal and external stakeholders; you’re excited to become an expert in new things and to share your knowledge; you’re an energized and organized self-starter; you’re an excellent communicator; you’re analytically inclined, and you have a track record of improving the processes and organizations around you.

 

EXPECTATIONS AND TASKS:

  • Develop and nurture executive relationships by demonstrating professional knowledge of the client’s industry through a consultative selling approach.
  • Listen attentively to customer needs; demonstrate empathy while overcoming objections.
  • Work with your extended SAP team and tools to build, qualify, and manage an accurate sales pipeline in your assigned territory.
  • Develop a clear understanding of the client’s existing technology footprint, growth plans, and competitive landscape. 
  • You regularly review your client’s annual statements and executive appointments to understand the issues impacting them.  Leverage a defined process to learn and understand the challenges our clients face and recommend solutions based on their needs.
  • Build strong working relationships with your extended SAP account team to enable an integrated and efficient interaction between SAP and the client.
  • Work closely with our Customer Engagement, Product Development, Marketing, and Consulting teams to enhance the value proposition of SAP solutions through their full lifecycle
  • Organize a strategic account plan with clear timelines and actionable next steps for customers.
  • Provide continued momentum and focus throughout short, medium, and long sales cycles.
  • Meet and exceed quota targets

 

WORK EXPERIENCE:

  • 5+ years Quota-carrying, C-suite level, sales experience—experience with Large Enterprise F500 account
  • Strong understand of Cloud SaaS solutions and the full lifecycle of value creation
  • Experience managing complex sales cycles from start to finish with a track record of success and quota achievement.
  • Understanding of the strategic competitive landscape
  • Ability to explain the value of Cloud solutions
  • Proven record of cultivating relationships with strategic partners and alliances

 

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:

  • Bachelor’s degree with a minimum of 5+ years of similar working experience.
  • Experience with building relationships within the C-suite
  • Strategic mindset with ability to identify customer pain point and articulate 3-10 year vision of how technology improves their pain point. 
  • Ability to lead in a matrix, non-reporting structure, environment with large groups
  • Lead with empathy and objectivity
  • Self-starter and an enthusiastic “roll up your sleeves” mentality.
  • Ability to manage ambiguity, take calculated risks and thrive in an unstructured, fast pace environment.
  • Ability to provide a realistic outlook of your overall book of business to management.
  • Creative thinking and problem solving
  • Excellent verbal and written communication skills
  • Familiarity with consultative/value selling methodology
  • Strong track record of nurturing and developing customer relationships beyond point of sale

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.

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