Territory Account Executive - West

SAP•Newport Beach, CA

5d•$186,800 - $397,300•Hybrid

About The Position

The Territory Account Executive - West owns the quota on a territory and is responsible for driving associated pipeline and revenue closure (including post sales success revenue). Territory Account Executives will drive growth in both net new to SAP and in Installed Base business. This role will be a key growth engine for the Corporate segment: accelerating Public Cloud Suite expansion, strengthening the market positioning of SAP Business Data Cloud, and advancing SAP Business AI adoption. The role will prioritize an indirect-first go-to-market approach, leveraging the partner ecosystem as the primary channel to scale growth. Through digital-first engagement models, Territory Account Executives will drive efficient coverage at scale while maximizing long-term customer lifetime value. Territory Account Executives are expected to be predominantly selling through the indirect channel, and they can also transact direct deals in business scenarios where indirect sales are not possible.

Requirements

4+ 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

Accountable and responsible for annual revenue goals established for the territory
Creates, monitors and reviews revenue generation activities in the assigned territory, establishing innovative approaches to generate business via assigned partners and ensures partners execute accordingly.
Coaches partners to generate demand, manage and progress pipeline, forecast and, where needed, to build recovery plans. Responsible for forecasting in the designated territory.
Drives adoption and consumption (including renewals and upsells) at territory level with partner teams. Drives partners to delivery against SAP quality standards.
Guides the reporting on sales progress throughout the year. Identifies deviations from plans and actively engages in measures to deliver defined territory revenue goals
Serve as the end-to-end account owner, managing sales of software licenses and cloud subscriptions while establishing trusted relationships with customers.
Develop and execute strategic account and territory 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.
Drive and lead a comprehensive net-new demand program leveraging self-generated outbound activity with extended resources in marketing, business development and partner channels.
Maintain pipeline management, ensuring a healthy and advancing sales funnel through opportunity progression.
Leverage SAP’s comprehensive solution portfolio, including industry-specific and line-of-business (LoB) solutions, to effectively address customer needs.
Conduct account and territory research and analysis to identify and execute net new opportunities.
Orchestrate and deploy appropriate internal and partner 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 sales support team and partner ecosystem