Senior Account Executive - Corporate Field  - Public Services

SAP • Newtown Square, PA

283d • $186,800 - $397,300 • Remote

About The Position

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. 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. The Senior Account Executive - Corporate Field assumes the leadership role within their assigned accounts where they will identify and qualify opportunities, develop and drive account strategy and build strong executive relationships. The Senior AE has ownership for revenue generation within assigned accounts, as well as responsibility for the quality and strength of the overall customer relationship. The Senior AE will be responsible for the creation of a complete territory business plan that generates four times the quota in pipeline opportunities. The Senior AE should possess a “hunter” mentality and excel at developing and closing large, complex software license transactions. They will be responsible for driving opportunities that are based on the value of SAP's entire solution portfolio and will be an expert at communicating the value of SAP in a compelling manner to customers & prospects. The Senior AE will establish and nurture executive relationships independently and will leverage their Virtual Account Team (VAT) to ensure success for both the customer and SAP.

Requirements

• 5+ years of experience in sales of complex business software / IT solutions.
• Proven track record in business application software sales.
• Experience in the lead role of a team selling environment.
• Demonstrated success with large transactions and lengthy sales campaigns.
• Business level English: Fluent.

Nice To Haves

• Bachelor's degree or higher strongly preferred.
• Demonstrated history of achieving a sales quota of $4 million or more in software revenue.
• Hunter mentality with experience working the full cycle of complex sales.
• Strong oral and written communication skills.

Responsibilities

• Achieve/exceed quota targets for annual revenue.
• Develop comprehensive account plans to ensure revenue target delivery and sustainable growth.
• Establish strong relationships based on knowledge of customer requirements and commitment to value.
• Understand each customer's technology footprint, strategic growth plans, technology strategy, and competitive landscape.
• Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles.
• Develop and deliver a comprehensive business plan to address customer and prospect priorities and pain points.
• Prospect for opportunities using various direct methods such as calling and face-to-face meetings.
• Maintain a rolling pipeline and keep it current.
• Leverage support organizations including Marketing, Business Development, Partners, and Channels.
• Sell value and maintain White Space analysis on accounts.
• Demonstrate leadership skills in the orchestration of remote teams.

Benefits

• Flexible working models.
• Health and well-being programs.
• Diversity and inclusion initiatives.
• Learning and development opportunities.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Industry: Publishing Industries
• Education Level: Bachelor's degree