OverviewWe help the world run better At SAP, we keep it simple: you bring your best to us, and we\'ll bring out the best in you.
We\'re builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what\'s next.
The work is challenging – but it matters.
You\'ll find a place where you can be yourself, prioritize your wellbeing, and truly belong.
What\'s in it for you?
Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.Role is based in Adelaide.
Role and ResponsibilitiesAccount and Customer Relationship Management, Sales and Software License, Cloud Subscription and Renewal RevenueSales 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 robust relationships based on knowledge of customer requirements and commitment to value.
Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.Annual Revenue – Achieve / exceed quota targets.Customer Acumen – Understand each customer's technology footprint, strategic growth plans, technology strategy and competitive landscape.
Review public information for the company and its competitors to remain updated on key industry trends.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.
Utilize SAP's Value Engineering team, benchmarking and ROI data to support the customer's decision process.Business Hygiene – Represent business forecast with regular and complete updates.
Attend forecast meetings and follow up on information requests.Demand Generation, Pipeline and Opportunity ManagementPipeline planning – Maintain a rolling pipeline and keep it current.Pipeline partnerships – Leverage Marketing, Inside Sales, Partners and channels to funnel pipeline into the territory.Leverage SAP Solutions – Be proficient in and bring SAP offers to bear on sales pursuits including Industry Solutions, Line of Business solutions and technology solutions.Advance and close sales opportunities – through successful execution of the sales strategy and roadmap.Support all SAP promotions and events in the territory.Sales ExcellenceSell value.Create meaningful customer facing artefacts.Qualify efforts and opportunities well.Maintain White Space analysis and execute up-sell and cross-sell initiatives.Orchestrate resources to deploy appropriate teams for winning sales.Utilise best practice sales models.Understand SAP's competition and position solutions accordingly.Maintain CRM system with accurate customer and pipeline information.Leading a (Virtual) Account TeamDemonstrates leadership in orchestrating remote teams.Ensure account teams and Partners are aligned with each account strategy and prepared for customer touch points and events.
Maximise value of sales support organisations.
Competencies & SkillsSAP Core CompetenciesCustomer FocusBusiness AcumenInnovative ThinkingJob Specific CompetenciesConsultative SellingExecutive CommunicationNegotiation SkillsSales Industry KnowledgeCustomer Engagement Lifecycle (CEL)Sales Process AcumenMarketing & SalesFinancial AcumenBusiness PlanningChange Management MethodsManaging Virtual Team
Experience & Educational Requirements5+ years of experience in senior business rolesExperience with engagement for senior stakeholders across SA Public Sector including State GovernmentExperience in lead role of a team environment.Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.Business level English: FluentLocal language: Fluent, Business Level
Quantitative & QualitativeKey Success Factors: Software License Revenue, Solution License Revenue, Cloud Subscription and Renewal Revenue, Pipeline Coverage / Pipeline multiple, Pipeline / Opportunity Management, Customer Satisfaction, Quota Achievement, Number of dealsOther: Percentages related to opportunities identified, co-selling, closed opportunities, and partner engagementSelf-Development / Learning and Growth; Relationship management activities; Partner engagement; Usage of CRM and reporting
Additional RequirementsSAP Tool and Process – CRM, Q2C/GAF, Pricing / Quote Tool, Account Planning Management (APM), Contract policiesComply with SAP policies and Code of Conduct; travel and expense policies
Customer/Partner InteractionsExternal: Customers, Prospects, Strategic Partners, Volume PartnersInternal: SAP Executive Management, AE peers, Inside Sales, Professional Services, Solution Engineers, Solution Advisors, Value Engineering Team, Contracts & Finance, Marketing, Training, Product Development, Proposal Management Team
MobilityAbility and willingness to travel: yesBusiness travel requirements: Country & Regional
Company & DiversityBring out your best SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively.
SAP is a cloud company with a large global presence and a focus on inclusion and personal development.
SAP is committed to Equal Employment Opportunity and provides accessibility accommodations to applicants with disabilities.
If you need accommodation, please contact Recruiting Operations Team: (emailprotected).
Equal Opportunity & RecruitmentSAP is committed to equal employment opportunity and diversity.
Qualified applicants will receive consideration without regard to age, race, religion, national origin, ethnicity, gender, sexual orientation, gender identity or expression, protected veteran status, or disability.
Successful candidates may be required to undergo a background check.
Other Legal & PrivacyAI Usage in the Recruitment Process: refer to SAP\'s Guidelines for Ethical Usage of AI in the Recruiting Process.
Violation may result in disqualification.
Requisition ID: 433084 | Work Area: Sales | Travel: 0 - 10%
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📌 Senior Account Executive - Sa Public Sector
🏢 Sap
📍 South Australia