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Senior Account Executive - Midwest - Enterprise Accounts

Senior Account Executive - Midwest - Enterprise Accounts

SAPNaperville, IL, US
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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.

What you'll do :

The Senior Account Executive (AE) role empowers customers to achieve their full potential by strategically positioning SAP cloud solutions to address their unique business challenges and lay a strong foundation for future success. The role includes the following key aspects :

  • Account & Customer Relationship Management :

o Serve as the end-to-end account owner, managing sales of software licenses and cloud subscriptions, and establish a trusted relationship with the customer.

o Develop and execute strategic account plans to ensure sustainable growth and achieve / exceed revenue targets.

o Gain a comprehensive understanding of each customer’s technology landscape, strategic goals, and competitive environment.

  • Demand Generation, Pipeline, and Opportunity Management :

    • o Maintain pipeline management, ensuring a healthy and advancing sales funnel.

    o Leverage internal resources, including marketing, inside sales, and partner channels, to drive demand and manage opportunities.

    o Utilize SAP’s comprehensive solution portfolio, including industry-specific and line-of-business (LoB) solutions, to effectively address customer needs.

  • Sales Excellence :

    • o Conduct White Space analysis to identify and execute up-sell and cross-sell opportunities within existing accounts.

    o Orchestrate and deploy appropriate teams to ensure successful sales outcomes, embodying the "OneSAP" approach.

    o Stay informed about SAP’s competition and position SAP solutions effectively against them.

    o Maintain accurate customer and pipeline information within CRM systems.

  • Leading a (Virtual) Account Team :

    • o Lead and orchestrate remote and cross-functional teams to align with the customer’s strategic objectives.

    o Ensure that account teams and partners are well-prepared and strategically positioned for all customer interactions.

    o Maximize the value derived from SAP’s extensive sales support ecosystem.

    What you bring :

  • 5 + years of experience in the sales of complex business software / IT solutions.
  • Proven success in business application software sales and leading team-selling environments.
  • Demonstrated ability to handle large transactions and lengthy sales campaigns in a fast-paced, competitive market.
  • Strong negotiation skills and experience in renewals, expansions, and up-sells of subscription-based solutions.

    • Meet your team :

  • Join a highly motivated team with a deep understanding of SAP’s solution portfolio.
  • Engage in collaborative work with SAP leadership and industry teams to drive customer success.
  • Align with product / solution management teams to enhance your strategic engagements.
  • Leverage your expertise while working in a dynamic and challenging environment at the forefront of SAP’s customer engagements.

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    Enterprise Account Executive • Naperville, IL, US