Senior Account Executive - Midwest Enterprise Manufacturing

SAP•Chicago, IL

27d•Hybrid

About The Position

We help the world run better. At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed. SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe together we can transform industries, grow economics, lift up societies, and sustain our environment because it’s the best-run businesses that make the world run better and improve people’s lives. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible, and inclusive work environment. The Midwest market unit is focused on expanding SAP’s footprint with our customers. We are a team of dynamic growth partners dedicated to creating wildly successful customer experiences. We consider ourselves significant to customers and are partners in what we “own” in their environment. Our Midwest teams work with customers in a variety of industries that transform the way our customers conduct business. Ideal candidates will serve as force multipliers and exhibit a can-do attitude and creativity when engaging with internal teams, partners, and customers.

Requirements

5+ years of experience in sales of complex business software and cloud solutions preferred.
Experience selling to large enterprise customers (existing customers).
Proven track record of success in business application software sales, previous cloud sales experience highly preferred.
Experience in a lead role in 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
Ability to travel to customers and/or SAP and Partner offices every week.

Nice To Haves

Bachelor's equivalent

Responsibilities

Prospecting, qualifying, selling, and closing new business to existing customers within the Midwest region.
Selling to large enterprise customers.
Managing executive relationships and bringing a point of view to the customer engagement.
Meet/exceed quarterly targets and annual quota targets for Software License, Cloud Subscription, and Renewal revenue.
Generate and maintain a 5x pipeline of assigned quota, forecasting accurate and feasible pipeline opportunities.
Manage accuracy in forecasting and the information maintained in supporting systems.
Demonstrate a strong understanding of SAP solutions and the necessary combinations of solutions for accurate client proposals.
Develop and lead a holistic sales cycle.
Create and deliver client proposals.
Develop a plan for your territory, including large opportunities and a glide path to deliver them.
Effectively execute Account Planning as well as appropriate follow-up actions.
Manage and effectively use your extended Virtual Account Team (VAT) to penetrate all customer buying centers to identify and qualify new opportunities.
Leverage whitespace to focus your team’s efforts.
Fully leverage SAP events such as SAPPHIRE as well as individual customer-centric events.
Leverage a value-centric and strategic perspective for the entire SAP portfolio with your customers.
Establish strong relationships based on knowledge of customer requirements and commitment to value.
Build a foundation on which to harvest future business opportunities and accurate account information, and coaching.
Actively understand each customer’s technology footprint, strategic growth plans, technology strategy, and competitive landscape.
Expand and deepen SAP relationships with your respective customers, with a special focus on development outside of traditional IT channels and partner networks.
Put day-to-day efforts into personally connecting with your customers.
Develop and manage continuous SAP executive sponsorship.
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.
Utilize partners across all spectrums (internal and external) to support your objectives.
Exhibit clarity, accuracy, frequency, and professionalism in all forms of communication.
Be responsive and timely to all internal and external customer and partner requests.
Have a sense of urgency.
Run your territory like a business in all regards.
Utilize best practices.
Lead a (Virtual) Account Team and GTM strategy within assigned territory.
Sell value utilizing best-practice sales models.
Maintain White Space analysis and execution of initiatives (upsell and cross-sell) on the customer base.
Orchestrate resources: deploy appropriate teams to execute winning sales; foster the OneSAP/OneMidwest culture.
Understand SAP’s competition and effectively position solutions against them.
Regularly maintain CRM system with accurate customer and pipeline information.
Ensure account teams and Partners are well-versed in each account’s strategy and well-positioned for all customer touchpoints and events.
Maximize the value of all sales support organizations.