Account Executive Expert

SAP - San Francisco, CA

Full-time - Mid Level

San Francisco, CA

10,001+ employees

Publishing Industries

About the position

The Sr. Account Executive (Sr. AE) role at SAP is designed to empower customers by strategically positioning SAP cloud solutions to meet their unique business challenges. This position involves managing customer relationships, driving demand generation, and leading a virtual account team to ensure successful sales outcomes. The Sr. AE is responsible for developing strategic account plans, maintaining a healthy sales pipeline, and leveraging SAP's comprehensive solution portfolio to address customer needs effectively.

Responsibilities

• Serve as the end-to-end account owner, managing sales of software licenses and cloud subscriptions and establishing a trusted relationship with the customer.
• Develop and execute strategic account plans to ensure sustainable growth and achieve/exceed revenue targets.
• Gain a comprehensive understanding of each customer's technology landscape, strategic goals, and competitive environment.
• Maintain pipeline management, ensuring a healthy and advancing sales funnel.
• Leverage internal resources, including marketing, inside sales, and partner channels, to drive demand and manage opportunities.
• Utilize SAP's comprehensive solution portfolio to effectively address customer needs.
• Conduct White Space analysis to identify and execute up-sell and cross-sell opportunities within existing accounts.
• Orchestrate and deploy appropriate teams to ensure successful sales outcomes, embodying the 'OneSAP' approach.
• Stay informed about SAP's competition and position SAP solutions effectively against them.
• Maintain accurate customer and pipeline information within CRM systems.
• Lead and orchestrate remote and cross-functional teams to align with the customer's strategic objectives.
• Ensure that account teams and partners are well-prepared and strategically positioned for all customer interactions.
• Maximize the value derived from SAP's extensive sales support ecosystem.

Requirements

• 10+ years of experience in sales of complex business software/IT solutions.
• Proven success in business application software sales and leading team-selling environments.
• Demonstrated ability to handle large transactions and lengthy sales campaigns in a fast-paced, competitive market.
• Strong negotiation skills and experience in renewals, expansions, and up-sells of subscription-based solutions.
• Fluent in Business English with proficiency in additional languages considered a plus.
• Exceptional communication, both verbal and non-verbal.
• Strategic thinking with a high degree of creativity and innovation.
• Strong executive presence and results-driven mindset.
• Ability to work across multiple teams within a matrix organization.

Nice-to-haves

• Experience in Software as a Service (SaaS) solutions.
• Knowledge of Artificial Intelligence and Technology Innovation.
• Familiarity with SAP Cloud Suite Portfolio and RISE and GROW with SAP.
• Understanding of SAP Corporate Strategy.

Benefits

• Flexible working models
• Health and well-being programs
• Learning and development opportunities
• Recognition for individual contributions
• Diversity and inclusion initiatives