Account Executive Expert | SCM Job Otro

de Sociedad anónima en Estado de Mexico
Publicado el 27-09-2016 en Otros

Requisition ID: #
Work Area: Sales
Expected Travel: 0 – 10%
Career Status: Management
Employment Type: Regular Full Time

As market leader in enterprise application software, SAP helps companies of
all sizes and industries innovate through simplification. From the back office
to the boardroom, warehouse to storefront, on premise to cloud, desktop to
mobile device – SAP empowers people and organizations to work together more
efficiently and use business insight more effectively to stay ahead of the
competition. SAP applications and services enable customers to operate
profitably, adapt continuously, and grow sustainably.
The Account Executive’s primary responsibilities include prospecting,
qualifying, selling and closing new business to existing and net new
customers. The Account Executive brings a Point of View to the Customer
engagement; uses all resources to solve customer problems with appropriate SAP
Account and Customer Relationship Management, Sales and Software License and
Cloud Subscription Revenue.
Annual Revenue – Achieve / exceed quota targets.
Sales strategies- Align SAP Cloud /SaaS solutions with the customer’s
strategic objectives – Develops best practice account plans to ensure revenue
target delivery and sustainable growth.   Develop relationships in new and
existing customers and leverage to drive complex strategy through complex and
global organizations.
Trusted advisor – Establishes strong management and Cxx relationships based on
knowledge of customer requirements and commitment to value (value of counsel
and expertise, value of solutions, value of implementation expertise).  Builds
a foundation on which to harvest future business opportunities and accurate
account information and coaching.
Customer Acumen – Actively understand each customer’s technology footprint,
strategic growth plans, technology strategy and competitive landscape.
Review public information ( new executive appointments, earnings statements,
press releases) for the company and its competitors to remain updated on key
industry trends and issues impacting the prospect.
Territory and Account Leadership – Lead designated territory, including
accounts, account relationships, prospect profiling, and sales cycles.
Encourage all accounts to become SAP references.
Business Planning – Develop and deliver comprehensive business plan to address
customer and prospects priorities and pain points.   Utilize VE, benchmarking
and ROI data to support the customer’s decision process.
Demand Generation, Pipeline and Opportunity Management
Pipeline planning – Follow a disciplined approach to maintaining a rolling
pipeline. Keep pipeline current and moving up the pipeline curve.
Pipeline partnerships – Leverage support organizations including Marketing,
Inside sales, Partners and channels to funnel pipeline into the assigned
Leverage SAP Solutions – Be proficient in and bring all SAP offers to bear on
sales pursuits including Industry Solutions, LOB solutions (CRM, SCM, HCM, SRM
et. al) and technology solutions (Business Analytics, Mobility, Database and
Technology, et. al).  Demonstrate early adoption of all new solutions and
Advance and close sales opportunities – through the successful execution of
the sales strategy and roadmap.  Negotiate early and against a win/win
strategy for SAP and its customers.
Support all SAP promotions and events in the territory – take an active, sales
leadership role in SAP events.
Sales Excellence
Build and share best practice sales and negotiation skills.
Sell value.
Maintain White Space analysis and execution of initiatives (up sell and cross
sell) on customer base.
Orchestrate resources: deploy appropriate teams to execute winning sales.
Create OneSAP.
Utilize best practice sales models.
Understand SAP’s competition and effectively position solutions against them.
Maintain CRM system with accurate customer and pipeline information.
Leading a (Virtual) Account Team
Mentor Associate /Senior Account Executives.
Demonstrate leadership skills in the orchestration of remote teams.
Ensure account teams and Partners are well versed in each account’s strategy
and well positioned for all customer touch points and events.    Maximize the
value of all sales support organizations.
15+  years of experience in sales of complex business software / IT solutions
Experience in lead role of a team selling environment.
Proven track record in business application software sales.
Demonstrated success with large transactions and lengthy sales campaigns in a
fast-paced, consultative and competitive market.
Exceptional contractual and negotiation skills.
Business level English: Fluent
Local language: Fluent, Business Level
Bachelor equivalent: yes
To harness the power of innovation, SAP invests in the development of its
diverse employees. We aspire to leverage the qualities and appreciate the
unique competencies that each person brings to the company.
SAP is committed to the principles of Equal Employment Opportunity and to
providing reasonable accommodations to applicants with physical and/or mental
disabilities. If you are interested in applying for employment with SAP and
are in need of accommodation or special assistance to navigate our website or
to complete your application, please send an e-mail with your request to
Recruiting Operations team (Americas: Careers.NorthAmericasap or
Careers.LatinAmericasap, APJ: Careers.APJsap, EMEA: careerssap). Requests for
reasonable accommodation will be considered on a case-by-case basis.
Additional Locations: No Selection

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