Senior Industry Account Executive - Strategic (SCP) - Aerospace and Defense
About The Position
The Account Executive (AE) role empowers customers to achieve their full potential by strategically positioning SAP cloud solutions to address their unique business challenges and lay a strong foundation for future success. The role includes serving as the end-to-end account owner, managing sales of software licenses and cloud subscriptions, and establishing a trusted relationship with the customer. It also involves developing and executing strategic account plans to ensure sustainable growth and achieve/exceed revenue targets, as well as gaining a comprehensive understanding of each customer’s technology landscape, strategic goals, and competitive environment. The AE will maintain pipeline management, ensuring a healthy and advancing sales funnel, and leverage internal resources, including marketing, inside sales, and partner channels, to drive demand and manage opportunities. Utilizing SAP’s comprehensive solution portfolio, including industry-specific and line-of-business (LoB) solutions, is key to effectively addressing customer needs. The role also requires conducting White Space analysis to identify and execute up-sell and cross-sell opportunities within existing accounts, orchestrating and deploying appropriate teams to ensure successful sales outcomes, embodying the "OneSAP" approach, and staying informed about SAP’s competition to position SAP solutions effectively. Maintaining accurate customer and pipeline information within CRM systems is also a responsibility. Additionally, the AE will 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, and 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.
Responsibilities
- Serve as the end-to-end account owner, managing sales of software licenses and cloud subscriptions and establish 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, including industry-specific and line-of-business (LoB) solutions, 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.
Benefits
- Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.
- SAP North America Benefits
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
