Description:
Our company culture is focused on helping our employees enable innovation by building breakthroughs together. 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. Apply now!
The Senior Account Executive’s primary responsibilities include prospecting, qualifying, selling and closing new business to existing customers within the Midwest region. This position will be responsible for selling into large enterprise customers. The Account Executive manages executive relationships and brings a point of view to the customer engagement. This position is responsible for leading all resources within the Value Add Team to solve customer problems with appropriate SAP solutions. This position will also be responsible for both Cloud Software revenue.
This position is responsible for selling into large enterprise accounts within the Midwest region (MN, WI, IL, IN, MI, OH)
EXPECTATIONS AND TASKS:
Sales Execution
- Revenue – Meet or exceed your quarterly targets and projected annual Cloud revenue goals.
- Cloud Consumption – Generally support customer care for the consumption of software.
- Pipeline - Generate 4x pipeline of your quota, forecasting accurate and feasible pipeline opportunities.
- Deal and Pipeline Health – Manage accuracy in forecasting and the information maintained in supporting systems.
- Sales Cycle Execution - Demonstrate a strong understanding of SAP solutions and the necessary combinations of solutions for accurate client proposal generation; Demonstrate ability to develop and lead a holistic sales cycle; Demonstrate your ability to individually create and deliver client proposals; Demonstrate ability to personally close business
Business Development
- Territory Planning – Develop a plan for your territory including large opportunities and a glidepath to deliver them.
- Account Planning – Effectively execute Account Planning as well as appropriate follow up actions.
- Virtual Account Team (VAT) Management – Manage and effectively use your extended VAT to penetrate all customer buying centers to identify and qualify new opportunities. Leverage whitespace to focus your team’s efforts.
- Events – Fully leverage SAP events such as SAPPHIRE as well as individual customer-centric events.
Customer Engagement
- Activity – Put day-to-day efforts into personally connecting with your customers.
- Value-Sell – Leverage a value-centric and strategic perspective with your customers.
- Expansion and Customer Intimacy – Expand and deepen SAP relationships at your respective customers – with special focus of development outside of traditional IT channels and partner network.
- Executive Alignment – Develop and leverage SAP executive sponsorship
General
- Leadership – Demonstrate effective leadership of your entire “business” by strategizing and communicating with your team early and often. Be the field general. Lead your customer versus being led – think and act proactively. Hold people accountable for corresponding actions. Effectively escalate and/or remove roadblocks.
- Partner – Utilize partners across all spectrums (internal and external) to support your objectives.
- Communication – Exhibit clarity, accuracy, frequency and professionalism in all forms of communication.
- Responsiveness – Be responsive and timely to all internal and external customer and partner requests. Have a sense of urgency.
- Operational Excellence – Run your territory like a business in all regards. Utilize best practices.
- Attitude and Effort – Creatively approach issues and opportunities. Put the effort in that is required and exhibit a can-do attitude.
WORK EXPERIENCE:
- 10+ years of experience in sales of complex business software / IT solutions - Experience selling into large enterprise customers preferred
- Proven track record in business application software sales to include selling enterprise cloud applications
- Experience in a lead role of a team-selling environment.
- Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative, and competitive market.
- Business level English: Fluent