Strategic Account Executive (SCP)

SAP•Herndon, VA

7d•Hybrid

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. This role will be aligned to one Fortune 100 customer that is part of our Strategic Customer Program (SCP), in the multinational food processing and commodities trading industry.

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
Exceptional communication, both verbal and non-verbal.
Strategic thinking with a high degree of creativity and innovation.
Strong executive presence and a 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 establishing a trusted relationship with the customer, a multinational food processing and commodities trading industry.
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.