Industry Account Executive - Regulated Industries- Federal Civilian - SAP
Washington, DC
About the Job
We help the world run better
At 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.
The Senior Account Executives primary responsibilities include prospecting, qualifying, selling, and closing new business to existing and net new customers. The Account Executive brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate SAP products.
EXPECTATIONS AND 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 each customers 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
+ Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references
+ Business Planning Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Utilize VE, benchmarking and ROI data to support the customers 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 territory
+ 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 territory
+ 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 SAPs competition and effectively position solutions against them
+ Maintain CRM system with accurate customer and pipeline information
+ Leading a (Virtual) Account Team
+ Demonstrates leadership skills in the orchestration of remote teams
+ Ensure account teams and Partners are well versed in each accounts strategy and well positioned for all customer touch points and events.Maximize the value of all sales support organizations
WORK EXPERIENCE
+ 5 years of experience in sales of complex business software / IT solutions
+ Proven track record in business application software sales
+ 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
+ Sales experience to Federal Civilian Agencies is preferred
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES
+ Bachelor equivalent
Bring out your best
SAP innovations help more than four hundred thousand 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 two hundred million users and more than one hundred thousand 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, you can bring out your best.
We win with inclusion
SAPs 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.
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.
Compensation Range Transparency : SAPbelieves the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAPs commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 180,500-383,900 USD.The actual amount to be offered to the successful candidatewill be within that range, dependent upon the key aspects of each case which may include education, skills,experience, scope ofthe role, location, etc. as determinedthrough theselection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits (https://www.sapnorthamericabenefits.com/en/public/welcome) .
Requisition ID: 396706| Work Area:Sales| Expected Travel: 0 - 50%| Career Status: Professional| Employment Type: Regular Full Time| Additional Locations:#LI-Hybrid
At 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.
The Senior Account Executives primary responsibilities include prospecting, qualifying, selling, and closing new business to existing and net new customers. The Account Executive brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate SAP products.
EXPECTATIONS AND 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 each customers 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
+ Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references
+ Business Planning Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Utilize VE, benchmarking and ROI data to support the customers 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 territory
+ 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 territory
+ 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 SAPs competition and effectively position solutions against them
+ Maintain CRM system with accurate customer and pipeline information
+ Leading a (Virtual) Account Team
+ Demonstrates leadership skills in the orchestration of remote teams
+ Ensure account teams and Partners are well versed in each accounts strategy and well positioned for all customer touch points and events.Maximize the value of all sales support organizations
WORK EXPERIENCE
+ 5 years of experience in sales of complex business software / IT solutions
+ Proven track record in business application software sales
+ 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
+ Sales experience to Federal Civilian Agencies is preferred
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES
+ Bachelor equivalent
Bring out your best
SAP innovations help more than four hundred thousand 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 two hundred million users and more than one hundred thousand 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, you can bring out your best.
We win with inclusion
SAPs 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.
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.
Compensation Range Transparency : SAPbelieves the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAPs commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 180,500-383,900 USD.The actual amount to be offered to the successful candidatewill be within that range, dependent upon the key aspects of each case which may include education, skills,experience, scope ofthe role, location, etc. as determinedthrough theselection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits (https://www.sapnorthamericabenefits.com/en/public/welcome) .
Requisition ID: 396706| Work Area:Sales| Expected Travel: 0 - 50%| Career Status: Professional| Employment Type: Regular Full Time| Additional Locations:#LI-Hybrid
Source : SAP