Strategic Corporate Field; Industry AE - Toronto

SAP • Toronto, ON

43d • CA$170,200 - CA$381,200 • Hybrid

About The Position

The Corporate Field Industry Account Executive is responsible for prospecting, qualifying, selling, and closing new business with both existing and net new customers. This role requires bringing a Point of View to customer engagements and utilizing all available resources, including the full suite of SAP products and the partner community, to solve customer problems. The Account Executive will have overall responsibility for approximately 35 strategic clients/prospects in the Greater Toronto area.

Requirements

• 7+ years of experience in sales of complex business software / IT solutions
• Proven track record in business application software sales (particularly net new ERP focus)
• Experience in lead role of a team-selling environment.
• Demonstrated success with large transactions in a fast-paced, consultative and competitive market.
• Functional proficiency in English is required.

Nice To Haves

• Sell value.
• Maintain Territory analysis and execution of initiatives (up sell and cross sell) on customer base.
• Effective forecasting and pipeline progression skills
• Work proficiently with Partners and Partner Business Managers to help partners find & close new opportunities on your behalf
• Deploy appropriate teams to execute winning sales. Create OneSAP, including the use of partner channel
• Understand SAP’s competition and effectively position solutions against them.
• Maintain CRM system with accurate customer and pipeline information.
• Demonstrates leadership skills in the orchestration of SAP and Partner teams
• Ensures account teams and Partners are well versed in your Top account’s strategy and well positioned for all customer touch points and events.

Responsibilities

• Achieve/Exceed Net Cloud Booking targets, with a strong emphasis on SAP’s Business Suite, ERP, AI, Public Cloud, and indirect pursuits through partners.
• Develop effective and detailed account plans for strategic accounts to meet revenue targets and drive sustainable growth, focusing on increasing SAP’s wallet share within existing accounts and breaking into net new accounts.
• Formulate a comprehensive strategy to maximize coverage and support the growth of your territory through an extensive ecosystem.
• Gain a deep understanding of client's technology footprint, strategic growth plans, technology strategy, and competitive landscape. Stay informed on key industry trends and issues.
• Leverage Value Advisory consultants, benchmarking, and ROI data to aid customer decision-making and build strategic business cases/roadmaps.
• Encourage all SAP accounts to serve as references.
• Adhere to a disciplined approach for maintaining a rolling pipeline, ensuring it remains current and progresses through the pipeline stages.
• Utilize support organizations, including partners and channels, to funnel opportunities into the assigned territory.
• Demonstrate proficiency in all SAP offerings and apply them to sales pursuits, including Industry Solutions, the Intelligent Enterprise based on the Digital Core, LOB solutions, and technology solutions.
• Successfully execute the sales strategy and roadmap to advance and close sales opportunities.
• Actively support all SAP promotions and events within the territory.
• Exhibit a high-speed work ethic and a proactive, hunter mentality.

Benefits

• Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.
• Annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 170200-381200CAD.
• A summary of benefits and eligibility requirements can be found by clicking this link: www.SAPNorthAmericaBenefits.com.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior