Account Executive Expert

About SAP

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 for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.

Key Areas of Responsibility and Tasks

Working directly with SCP account teams, the primary goal of the Strategic Sales team is to maximize revenue across all lines of business under the most favorable terms possible to SAP. From deal strategy through commercial execution, the Account Executive Expert works directly with SCP customers, leveraging all internal resources (Industry, VE, Sales, Consulting, Revenue Recognition, Pricing, Contracts, etc.) to create, develop, and manage opportunities to a mutually agreeable outcome. On average, the position will manage 2-3 ‘must win’ accounts per quarter, while also focusing on the development of longer term opportunities.

Account Planning

• Participate/lead customer-specific account reviews to assist in the development of near-term and long-term opportunities in the SCP customer base
• Drive best practices to ensure completeness of account plans and deal strategies, and hold account teams responsible for execution:
  • Customer public filings, analyst reports, executive profiling, industry trends, ecosystem and competitive landscape
  • Current application/IT landscape, whitespace, competitive positioning, value drivers

Sales Strategy

• Drive coordination across all lines of business to gather required building blocks (historical investment pattern, validated demand, financial analysis, benefits statement, delivery horizon) to formulate the appropriate deal strategy
• Develop and drive sales strategy on individual opportunities through execution
• Actively manage, hold accountable, and course correct the strategy and account team as the cycle progresses
• Help define SAP Executive engagement, timing and messaging with Customer C-level executives

Deal Execution

• Develop and present professional grade proposals to customer executives that clearly and concisely articulate the value and benefits of the offering.
• Must be able to address questions, concerns, and prepare countermeasures in competitive landscape
• Manage complex legal and commercial negotiations across all lines of business through final execution
• Leverage all required internal field-level resources (pricing, revenue recognition, finance, legal) to ensure compliance while maximizing revenue and preserving future opportunity
• Build/maintain foundational customer relationships based upon trust on which to harvest future business opportunities

Accountability

• Must own the commercialization cycle and responsibility for revenue delivery while partnering with account teams to help develop and mature their skills
• Maintain alignment with Regional GM, SCP, NA Leadership and VAT throughout the sales cycle
• Manage potential escalations to SAP Executive Management
• Responsible for overall delivery of Regional and National SCP revenue targets

Mentorship

• Purpose of role is to work with IAE/GAD/VAT throughout the process to enhance their skills in best practices (account planning, sales strategy, positioning, negotiation, and execution)
• Demonstrate leadership skills in the orchestration of cross-functional teams
• Provide guidance and support at the Regional level via best practice sharing
• Support the development of non-SCP IAEs via mentorship, information sharing, account analysis, etc.

Required Experience

• 10+ years direct, high-performing, quota-carrying sales in complex business software / IT solutions
• Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market
• Deep understanding of SAP solutions and internal process
• Experience in leading and directing large virtual team
• Excellent presentation skills to CXX level audience
• Strong business acumen, problem solving skills, and ability to analyze complex data
• Exceptional legal and commercial negotiation skills

Bring out your best

SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.

We win with inclusion

SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better world.

Key skills/competency

• Strategic Sales
• Account Management
• Complex Deal Negotiation
• Revenue Generation
• C-level Engagement
• Business Software Solutions
• Virtual Team Leadership
• Mentorship
• SAP Ecosystem Knowledge
• Problem Solving