Overview
We help the world run betterAt 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.
Bring out your bestSAP 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.
Responsibilities
The Account Executive's 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 and the SAP support organisation, Account and Customer Relationship Management, Sales and Software License, Cloud Subscription and Renewal Revenue.
* 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 the organisation.
* Trusted advisor - Establishes strong 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 - Actively understand each customer's technology footprint, strategic growth plans, technology strategy and competitive landscape. Review public information for updates on 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 a comprehensive business plan to address customer and prospects priorities and pain points. Utilize SAP's Value Engineering team, benchmarking and ROI data to support the customer's decision process.
* Business Hygiene – Represent business forecast with regular updates. Attend forecast meetings and provide information as required. Demand Generation, Pipeline and Opportunity Management.
* Pipeline planning, pipeline partnerships, SAP solutions utilization, advancing opportunities, and promotion/event support within the territory.
Sales Excellence
* Sell value.
* Create meaningful and high-quality customer-facing artefacts.
* Qualify efforts and opportunities well.
* Maintain White Space analysis and execute up-sell and cross-sell strategies.
* Build and maintain executive-level relationships across all CxO stakeholders.
* Orchestrate resources and deploy appropriate teams to execute winning sales.
* Utilize best practice sales models and understand SAP's competition, positioning solutions accordingly.
* Maintain CRM system with accurate customer and pipeline information, leading a (Virtual) Account Team. Demonstrates leadership in remote team orchestration and ensuring account teams and Partners are aligned to account strategy.
Competencies & Skills
SAP Core Competencies
* Customer Focus
* Business Acumen
* Innovative Thinking
Job Specific Competencies
* Consultative Selling
* Executives Communication
* Negotiation Skills
* Sales Industry Knowledge (Public Sector)
* Customer Engagement Lifecycle (CEL)
* Sales Process Acumen
* Marketing & Sales
* Financial Acumen
* Business Planning
* Change Management Methods
* Managing Virtual Team
Experience & Educational Requirements
* 5+ years of experience in senior business roles
* Experience with engagement for senior stakeholders across the Victorian Public Sector, including the State Government
* Extended network across VicGov
* Understanding of VicGov Procurement policy
* Experience in the 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: Fluent
* Local language: Fluent, Business Level
Key Success Factors
Quantitative:
* Net Bookings - Cloud Subscription and Renewal Revenue
* Pipeline Coverage & Opportunity Management
* Customer Satisfaction
* Quota Achievement
Qualitative:
* Self-Development / Learning and Growth
* Account/relationship management activities
* Partner and 3rd Party Engagement
* Opportunity engagement of Business Partners
* Demonstration of up-sell / cross-sell opportunities
* Demonstrated relationship management of assigned accounts
Additional Requirements
* SAP Tool and Process
o Managing CRM
o Q2C/GAF Process
o Pricing / Quote Tool
o Account Planning Management (APM)
o Contract policies
* Other:
o Comply with SAP policies and Code of Conduct
o Comply with travel and expense policies
Customer/Partner Interactions
External: Customers, Prospects, Strategic Partners, Volume Partners
Internal: 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
Mobility: Ability to travel yes; Business travel requirements: Country & Regional
Policies & Compliance
For SAP employees: SAP Employee Referral Program eligible for permanent roles where applicable. Qualified applicants will be considered without regard to protected characteristics. Successful candidates might be required to undergo a background verification.
AI Usage in the Recruitment Process
For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process. Please note that any violation of these guidelines may result in disqualification from the hiring process.
Requisition ID: 448533 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid
#J-18808-Ljbffr