Senior Account Executive for Strategic Accounts

hace 1 semana

Madrid, España SAP A tiempo completo

**We help the world run better**

**What you´ll do**

The Account Executive’s primary responsibilities include prospecting, qualifying, selling and closing new business to only one account in collaboration with the Global Account Director for this account. The Account Executive brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate SAP products.

Expectations & Tasks

Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue.
- Annual Revenue - Achieve / exceed quota targets.
- Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organization.
- Trusted advisor - Establishes strong 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.
- Customer Acumen - Actively understand 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.
- Account Leadership - Lead designated account, account relationships, prospect profiling, and sales cycles.
- Business Planning - Develop and deliver comprehensive business plan to address customer 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, Inside sales, Partners and channels to funnel pipeline into the assigned account.
- 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)
- Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
- Support all SAP promotions and events in the account.

Sales Excellence
- Sell value.
- Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
- Orchestrate resources: deploy appropriate teams to execute winning sales. Create 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.

Coordinate global demands in international context
- Demonstrates leadership skills in the orchestration of remote teams.
- Ensure account teams and Partners are well versed in account’s strategy and well positioned for all customer touch points and events. Maximize the value of all sales support organizations.

**What you bring**
- 10+ years of experience in sales of complex business software / IT solutions
- 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
- Local language: Fluent, Business Level

Education and Qualifications / Skills and Competencies
- Bachelor equivalent

Location
- Madrid or Barcelona

**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.

**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.

Requisition ID: 374390 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.

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