SAP Concur- Senior Account Executive, New Business(Mid-Market)

SAP•Toronto, ON

6d•$170,200 - $381,200•Hybrid

About The Position

The Account Executive (AE) role empowers prospects to achieve their full potential by strategically positioning SAP Concur solutions to address their unique business challenges and lay a strong foundation for future success. The role includes serving as the end-to-end owner of prospect accounts, finding and developing new business opportunities, and developing and executing strategic plans to ensure sustainable growth and achieve/exceed revenue targets. The AE will gain a comprehensive understanding of each prospect’s technology landscape, strategic goals, and competitive environment. This role also involves creating and maintaining pipeline management, ensuring a healthy and advancing sales funnel from a book of net new prospects, and developing and executing strategic prospecting plans. The AE is fully responsible for pipeline management and will leverage internal resources, including marketing, sales development, and partner channels to drive demand and manage opportunities. The AE will utilize SAP Concur’s solution to effectively address prospect needs in the IT/finance personas. Additionally, the AE will identify stakeholders in complex buying cycles, orchestrate and deploy appropriate teams to ensure successful sales outcomes, embodying the "OneSAP" approach, and stay informed about SAP Concur’s competition and position solutions effectively against them. Maintaining accurate prospect and pipeline information within CRM systems is also a key aspect of this role.

Requirements

Minimum 3 years of experience in B2B net new revenue role.
Proven success in complex business software and IT solution sales, especially in mid-market prospecting.
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.
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.
Functional proficiency in English is required.

Responsibilities

Serve as the end-to-end owner of prospect accounts, finding and developing new business opportunities.
Develop and execute strategic plans to ensure sustainable growth and achieve/exceed revenue targets.
Gain a comprehensive understanding of each prospect’s technology landscape, strategic goals and competitive environment.
Create & maintain pipeline management, ensuring a healthy and advancing sales funnel from a book of net new prospects.
Develop and execute strategic prospecting plans to ensure a healthy and advancing sales funnel, as the AE is fully responsible for pipeline management.
Leverage internal resources, including marketing, sales development and partner channels to drive demand and manage opportunities.
Utilize SAP Concur’s solution to effectively address prospect needs in the IT/finance personas.
Identify stakeholders in complex buying cycles.
Orchestrate and deploy appropriate teams to ensure successful sales outcomes, embodying the "OneSAP" approach.
Stay informed about SAP Concur’s competition and position solutions effectively against them.
Maintain accurate prospect and pipeline information within CRM systems.