Account Executive Expert

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**e help the world run better A**

t 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.

**Role Summary**
The Account Executive (AE) assumes the leadership role within their assigned accounts as well as providing leadership to the sales team. In this capacity, the AE will identify and qualify opportunities within their own assigned accounts, and develop and drive account strategy and executive relationships within each. The AE will achieve an overall revenue goal through the creation of a complete territory business plan that generates at least three times the quota in pipeline opportunity and will be responsible for the quality and strength of the executive relationships within this territory.
The AE will also be responsible for driving the adoption of our advanced Cloud and AI solutions, helping public sector clients leverage these technologies to improve efficiency, reduce costs, and enhance service delivery

**Responsibilities**
- ccount Leadership: Provide overall account leadership to the SAP virtual account team (VAT) for each assigned account.
- trategic Relationships: Establish trusted advisor relationships with executives across functional/divisional areas in each account that will provide the foundation for future business opportunities and ongoing, accurate account information.
- esource Orchestration: Orchestrate resources within accounts through the proper deployment of appropriate VAT to meet and exceed customer expectations through successful execution of CEL.
- ales Execution: Identify, pursue, and close sales opportunities through the successful execution of CEL.
- osition SAP: Position SAP to win sales opportunities by developing, communicating, and driving effective selling strategies that are based on valid, customer-specific value propositions, including Cloud and AI solutions.
- hought Leadership: Provide thought leadership in discussing and communicating account strategy with other members of the VAT, emphasizing the benefits of Cloud and AI technologies.
- ipeline Management: Maintain an accurate, timely, and documented pipeline of opportunities (prospects and suspects) and provide appropriate communication of such to SAP management on a regular basis.
- ompetitive Analysis: Continuously gather knowledge of competitors and how to effectively position SAP solutions against them, with a focus on Cloud and AI offerings.
- rofessional Development: Pursue professional and personal development to ensure adequate knowledge of the markets and industries that SAP serves and of the products and services that SAP provides, including Cloud and AI technologies.
- est Practices: Understand best practice sales models. Work actively with more Senior Sales employees to develop sophistication in sales and negotiation skills, particularly in the areas of Cloud and AI.

**Expectations and Tasks**- rovide overall account leadership to the SAP virtual account team (VAT) for each assigned account.
- stablish trusted advisor relationships with executives across functional/divisional areas in each account that will provide the foundation for future business opportunities and ongoing, accurate account information.
- rchestrate resources within accounts through the proper deployment of appropriate VAT to meet and exceed customer expectations through successful execution of CEL.
- ssume leadership role in account transitions to ensure proper and consistent communication with the customer and virtual customer support team.
- ssume leadership role in customer team meetings, developing and driving account strategy through VAT for each assigned account.
- roactively build and grow successful relationships with SAP strategic partners.
- dentify, pursue, and close sales opportunities through the successful execution of CEL.
- osition SAP to win sales opportunities by developing, communicating, and driving effective selling strategies that are based on valid, customer-specific value propositions.
- rovide thought leadership in discussing and communicating account strategy with other members of the VAT.
- aintain an accurate, timely, and documented pipeline of opportunities (prospects and suspects) and provide appropriate communication of such to SAP management on a regular basis.
- ontinuously gather knowledge of competitors and how to effectively position SAP solutions against them.
- ursue professional and personal development to ensure adequate knowledge of the markets and industries that SAP serves and of the products an