Signavio, Senior Account Executive (West) - SAP
Palo Alto, CA
About the Job
We help the world run better
Our company culture is focused on helping our employees enable innovation by building breakthroughs together. 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. Apply now!
This role is part of the fast-growing Signavio Cloud Solution Sales team tasked with shaping our customers transformation journeys with SAP. This team will enable the customer journey to the Intelligent Enterprise in a scalable, repeatable, and systematic way, regardless of their starting point.
Role Overview:
The Signavio Senior Account Executive is an expert in Cloud Sales with a strong understanding of customers needs and power within the optimization and agility of business processes. The Signavio Senior Account Executive is a critical team member who is tasked with liaising with Sales IAE, COE, VAT, Partners, and the Customer to bring Signavio deals to close. The Signavio Senior Account Executive will be familiar with, and comfortable working in a highly matrixed environment, partnering with MU sales teams to build strategic pipeline and pursue opportunities. This role is a quota carrying sales role working collaboratively on accounts to consult and understand the challenges customers are facing and the role Signavio plays to support the customer transformation journey and their path to becoming an Intelligent Enterprise. The Signavio Senior Account Executive will clearly articulate the role Signavio plays in SAP's strategy through the delivery of our Signavio value prop highlighting value realization to the customer by leveraging Signavio to understand their business processes and drive greater value and agility across all stages of their business process lifecycle. The Signavio Senior Account Executive engages in value-add conversations at the Executive level (i.e. CXO) and can make a highly complex process seem simple.
Responsibilities:
+ Identify and qualify opportunities, develop and drive strategy.
+ Develop an opportunity plan containing the value proposition for SAP's Cloud ERP solution and services to potential customers & prospects in the territory.
+ Is adept at creating and nurturing senior executive relationships on their own, while positioning the SAP executive team. In that capacity:
+ Develop and execute programs to drive pipeline & close deals.
+ Accurately represents the status of the team's deals; the risks, the obstacles, the compelling event, the customers buying process, the competition, our differentiation.
+ Provide a consistently high level of forecast accuracy.
+ Works to uncover and run large sales cycles based opportunities as directed by the regional leadership.
+ Works with VAT team on sales campaigns.
+ Leads efforts to establish, develop, and expand market share and revenue attainment within named accounts.
+ Achieve/exceed revenue targets
Job Requirements:
+ Proven track record of building and developing a pipeline
+ Consistent overachievement against revenue targets
+ 8 years of experience selling business software and/or IT solutions (cloud sales experience preferred)
+ Detailed knowledge of and passion for BPM/BPA applications
+ Strong operational and analytical abilities
+ Strong interpersonal and presentation skills
+ Exceptional verbal and written communication skills
+ Collaborative style and ability to work in a networked organization with virtual teams
+ Experience selling cloud-based enterprise applications
+ Experience selling to CXOs
+ Experience with web-based conferencing tools
We build breakthroughs together
SAP innovations help more than 400,000 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 200 million users and more than 100,000 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, we build breakthroughs, together.
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 225,800 - 383,900(USD) 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: 393037| Work Area: Sales| Expected Travel: 0 - 40%| Career Status: Professional| Employment Type: Regular Full Time| Additional Locations: #LI-Hybrid
Our company culture is focused on helping our employees enable innovation by building breakthroughs together. 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. Apply now!
This role is part of the fast-growing Signavio Cloud Solution Sales team tasked with shaping our customers transformation journeys with SAP. This team will enable the customer journey to the Intelligent Enterprise in a scalable, repeatable, and systematic way, regardless of their starting point.
Role Overview:
The Signavio Senior Account Executive is an expert in Cloud Sales with a strong understanding of customers needs and power within the optimization and agility of business processes. The Signavio Senior Account Executive is a critical team member who is tasked with liaising with Sales IAE, COE, VAT, Partners, and the Customer to bring Signavio deals to close. The Signavio Senior Account Executive will be familiar with, and comfortable working in a highly matrixed environment, partnering with MU sales teams to build strategic pipeline and pursue opportunities. This role is a quota carrying sales role working collaboratively on accounts to consult and understand the challenges customers are facing and the role Signavio plays to support the customer transformation journey and their path to becoming an Intelligent Enterprise. The Signavio Senior Account Executive will clearly articulate the role Signavio plays in SAP's strategy through the delivery of our Signavio value prop highlighting value realization to the customer by leveraging Signavio to understand their business processes and drive greater value and agility across all stages of their business process lifecycle. The Signavio Senior Account Executive engages in value-add conversations at the Executive level (i.e. CXO) and can make a highly complex process seem simple.
Responsibilities:
+ Identify and qualify opportunities, develop and drive strategy.
+ Develop an opportunity plan containing the value proposition for SAP's Cloud ERP solution and services to potential customers & prospects in the territory.
+ Is adept at creating and nurturing senior executive relationships on their own, while positioning the SAP executive team. In that capacity:
+ Develop and execute programs to drive pipeline & close deals.
+ Accurately represents the status of the team's deals; the risks, the obstacles, the compelling event, the customers buying process, the competition, our differentiation.
+ Provide a consistently high level of forecast accuracy.
+ Works to uncover and run large sales cycles based opportunities as directed by the regional leadership.
+ Works with VAT team on sales campaigns.
+ Leads efforts to establish, develop, and expand market share and revenue attainment within named accounts.
+ Achieve/exceed revenue targets
Job Requirements:
+ Proven track record of building and developing a pipeline
+ Consistent overachievement against revenue targets
+ 8 years of experience selling business software and/or IT solutions (cloud sales experience preferred)
+ Detailed knowledge of and passion for BPM/BPA applications
+ Strong operational and analytical abilities
+ Strong interpersonal and presentation skills
+ Exceptional verbal and written communication skills
+ Collaborative style and ability to work in a networked organization with virtual teams
+ Experience selling cloud-based enterprise applications
+ Experience selling to CXOs
+ Experience with web-based conferencing tools
We build breakthroughs together
SAP innovations help more than 400,000 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 200 million users and more than 100,000 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, we build breakthroughs, together.
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 225,800 - 383,900(USD) 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: 393037| Work Area: Sales| Expected Travel: 0 - 40%| Career Status: Professional| Employment Type: Regular Full Time| Additional Locations: #LI-Hybrid
Source : SAP