1+ months

Senior Account Executive Job

SAP
New York, NY 10007
  • Jobs Rated
    51st

Requisition ID: 254226
Work Area: Sales
Expected Travel: 0 - 70%
Career Status: Professional
Employment Type: Regular Full Time
Career Level: T3

Original Posting Date: 6/4/2020

COMPANY DESCRIPTION

SAP 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.

Location: New York, NY (and various client sites nationwide)

 

Purpose and Objective: SAP America, Inc. seeks a Senior Account Executive at our office location in New York, NY (and various client sites nationwide) to achieve exceed quota targets and develop effective and specific account plans to ensure revenue target delivery and sustainable growth.

 

Expectations and Tasks: Develop relationships in new and existing customers and leverage to drive strategy through organization. Establish strong relationships based on knowledge of customer requirements and commitment to value. Build a foundation on which to harvest future business opportunities and accurate account information and coaching. Actively understand each customers 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 and issues impacting the prospect. Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles.  Encourage all accounts to become SAP references. Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Leverage support organizations including Marketing, inside sales, Partners and channels to funnel pipeline into the assigned territory. Proficient in and bring all SAP offers to bear on sales pursuits including Industry Solutions, LOB solutions (CRM, SCM, HCM, SRM et. al) and technology solutions (Business Analytics, Mobility, Database and Technology, et. al). Provide Sales Excellence and sell value. Deploy appropriate teams to execute winning sales. Utilize best practice sales models. Understand SAPs competition and effectively position solutions against them. Maintain CRM system with accurate customer and pipeline information. Demonstrate leadership skills in the orchestration of remote teams. Ensure account teams and Partners are well versed in each accounts strategy and well positioned for all customer touch points and events. Maximize the value of all sales support organizations. 70% travel required to various client sites nationwide.

 

Education and Qualifications/Skills and Competencies: Bachelor's degree in Computer Science, Engineering, Information Systems, Business Administration, or a related field of study and 6 years of experience required.  The company will also accept a Master's degree and 4 years of experience.

 

Work Experience: Experience must involve 4 years in the following: Consultative Selling; Executive Communication; Negotiation; Sales Industry; Territory and Account Leadership including oversight over designated territory, including accounts, account; Pipeline planning including following a disciplined approach to maintaining a rolling pipeline; Pipeline partnership including leveraging support organizations including Marketing, Inside Sales, Partners and channels to funnel pipeline into the assigned territory; Advance and close sales opportunities through the successful execution of the sales strategy and roadmap; Selling and bringing all SAP offers to bear on sales pursuits including Industry Solutions, LOB solutions (CRM, SCM, HCM, SRM et. al) and technology solutions (Business Analytics, Mobility, Database and including Industry Solutions, LOB solutions (CRM, SCM, HCM, SRM et. al) and technology solutions (Business Analytics, Mobility, Database and Technology, et. al); SAP technology and processes, consultative selling, and virtual team leadership; Orchestrating resources, including deploying appropriate teams to execute winning sales, creating OneSAP, utilizing best practice sales models, and understanding SAP's competition & effectively position solutions against them; Maintaining CRM systems with accurate customer and pipeline information; Leading a (Virtual) Account Team, ensuring account teams and Partners are well versed in each account's strategy and well positioned for all customer touch points and events; Orchestrate remote teams; Prospecting, qualifying, selling, and closing new business to existing and net new customers - providing a Point of View to the Customer engagement, using all resources to solve customer problems with appropriate SAP products; Account & Customer Relationship Management, Sales and Software License & Cloud Subscription Revenue; Territory and Account Leadership, including leading designated territory, including accounts, account relationships, prospect profiling, and sales cycles; Encouraging all accounts to become SAP references; Business Planning, including developing and delivering comprehensive business plan to address customer and prospects priorities and pain points; Utilize VE, benchmarking and ROI data to support the customer's decision process; Demand Generation, Pipeline, and Opportunity Management; Keeping pipeline current and moving up the pipeline curve; Sell value - maintaining White Space analysis and execution of initiatives (up sell and cross sell) on customer base; Sales strategies, including developing effective and specific account plans to ensure revenue target delivery and sustainable growth; Developing relationships in new and existing customers and leveraging drive strategy through organization; Establish strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise); Understand each customer's technology footprint, strategic growth plans, technology strategy and competitive landscape; Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect. 70% travel required to various client sites nationwide.

 

Travel: 70% travel required to various client sites nationwide.

 

Internal use only: reference code lhrs4262

 

EX:OUT

WHAT YOU GET FROM US
Success 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.

SAP'S DIVERSITY COMMITMENT
To 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. 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. (Americas:Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com). Requests for reasonable accommodation will be considered on a case-by-case basis. Successful candidates might be required to undergo a background verification with an external vendor.

EOE AA M/F/Vet/Disability:
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, gender, sexual orientation, gender identity, protected veteran status or disability.

Successful candidates might be required to undergo a background verification with an external vendor.
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Posted: 2020-06-05 Expires: 2020-09-12

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Senior Account Executive Job

SAP
New York, NY 10007

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