Senior Account Executive

Job Description

Work Area: SalesExpected Travel: 0 - 10%Career Status: ProfessionalEmployment Type: Regular Full TimeCOMPANY DESCRIPTIONSAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. Thats why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because its the best-run businesses that make the world run better and improve peoples lives.PURPOSE AND OBJECTIVESThe Account Executive (AE) assumes the leadership role within assigned accounts, for the sale of SAP Core ERP solutions. In this capacity, the AE will identify and qualify opportunities within their accounts, and develop and drive strategy and executive relationships within each. The AE will assume ownership for ERP revenue generation within assigned accounts with focus on Industry Specific Solutions for either Portfolio or Strategic Sectors, in this instance Public SectorEXPECTATIONS AND TASKSProactive territory relationship coverage and overall account leadership of specified accounts/contactsActively understand the makeup of the Customer or Prospect, understand how they use technology in current environment, future plans, purchasing processes, etc.Establish trusted advisor relationships with executives across functional/divisional areas in each account that will provide the foundation for future business opportunities and ongoing, accurate account information.Enhance relationships through the proper deployment of appropriate SAP resources to meet and exceed customer expectations through successful execution of SAPs Customer Engagement Lifecycle (CEL).Assume leadership role in account transitions to ensure proper and consistent communication with customer and virtual customer support team.Actively participate in coordination of other SAP sales resources on the territory to maximize overall SAP revenues and customer satisfaction.Prioritize, qualify and develop the sales territory.Lead a virtual account team to create, maintain and execute on an account plan for each account to drive revenue from the account.Update CRM with customer intelligence.Accept marketing generated leads as opportunities.Execute sales initiatives to identify and acquire new potential customers.Manage opportunities within the assigned Field Sales Representatives territory to ensure account development and opportunity progression through the sales pipeline.Identify new pipeline opportunities to generate new business Identify, pursue and close sales opportunities through the successful execution of CRM.Position SAP to win sales opportunities by developing, communicating and driving effective selling strategies that are based on valid, customer-specific value propositionsOrchestrate resources within accounts by defining and deploying the appropriate teams to execute winning sales strategies and exceed customer expectations.Provide thought leadership in discussing and communicating account strategy with the team.Maintain an accurate, timely and documented pipeline of opportunities (prospects and suspects) within CRM and provide appropriate communication of such to SAP management.Continuously gather knowledge of competitors and how to effectively position SAP solutions against them.Provide relationship management support and activity management via telephone, e-mail and web to ensure customer satisfaction and goal achievement.As necessary, leverage field resources or channel partners to manage sophisticated or complex transactions.Manage the details of all of your assigned accounts.Within each account in the territory, assist the wider SAP team in pursuit and development of additional revenue opportunities for additional SAP products and services.Manage the utilization of SAP resources throughout the assigned account base.Maintain an up-to-date recorded inventory of all accounts, including opportunities, contacts and history within CRM.Strive to always grow each new sale into a strong reference for SAP.Within each assigned account, seek to expand and strengthen SAPs presence by establishing proactive relationships with influential people, both within the customer and other third parties.Support (through direct and active participation) all SAP promotions and events in the territory, including (but not limited to) Industry Solution Days, executive events and industry initiatives.Develop an extensive knowledge base of all assigned accounts, including their business profile, key players, application and technology footprint, buying process, compelling events, political environment and strategies.Provide accurate and timely updates to all customer, pipeline and forecast reports on an ongoing basis.Comply with all SAP personnel, sales, proposal and contract policies.Comply in a timely manner with all travel and expense policies.Maintain appropriate levels of involvement in customer issues requiring resolution, including invoices for license fees, maintenance, consulting services and training. REQUIREMENTS: EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIESBachelor equivalentBusiness level English and ArabicWORK EXPERIENCEProven track record in business application software sales required.Experience in selling into the Public Sector in the UAEExperience in lead sales role of team selling environment also required.Previous success in handling large transactions over lengthy sales campaigns in a fast-paced, consultative and competitive market strongly advised.WHAT YOU GET FROM USSuccess is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If youre searching for a company thats dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment - apply now .SAPS DIVERSITY COMMITMENTTo harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities.

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About Company

Headquartered in Walldorf, Germany, SAP is the worlds largest business software company with more than 51,500 employees at sales and development locations in more than 50 countries worldwide.

Our global development approach focuses on distributing development across the world in strategically important markets. A global network of SAP Labs spanning Bulgaria, Canada, China, Germany, Hungary, India, Israel, and the United States, enables SAP to operate locally, yet organize globally.

As the global technology research unit of SAP, SAP Research significantly contributes to SAPs product portfolio and extends SAPs leading position by identifying and shaping emerging IT trends through applied research and corporate venturing. SAP Research has highly skilled teams in 11 research centers worldwide.