Higher Frog Limited
Sales Account Executive
Higher Frog Limited, Atlanta, Georgia, United States, 30383
Sales Account Executive (USA or Canada)
Role type:
Permanent / Full-time / W2 Salaried EmployeeSalary Targeted:
Up to $100k/yr base + commissionNumber of roles open:
4 (2 in the USA, 2 in Canada)Start Date:
As soon as we identify the right talent!Location:
Work from home / remote from any continental US or Canadian location.Visas:
My client is
not sponsoring or renewing visas
, applicants must be legally able to work for any US or Canadian employer without requiring a visa / visa renewal.About the Sales Account Executive OpeningThe Sales Account Executive is the principal commercial point of contact between my clients' prospects, or clients and Partner organisations for their solutions and services.The Sales Account Executive is responsible for
navigating and uncovering sales opportunities around the SAP and SuccessFactors HCM and Payroll systems
as well as related System Integrators ecosystem within the Regional or Geographic Territory that my clients' Business Unit Services and the Sales Account Executive is responsible for.As the Sales Account Executive, you will be responsible for
growing and fostering new business and relationships
against target accounts and prospects. A key aspect of the role will involve
close engagement with SAP Partners and SAP
.In the role of Sales Account Executive, you will have
direct accountability for specific growth of new software sales (License and subscription agreements)
across new and pre-existing customers. In addition, you will be responsible for
fostering deliberate Partner relationships across NA as part of identifying new business opportunities
with such partners.You will play a vital role in
maintaining and growing the company’s positive reputation
in the marketplace by actively managing and fostering strong relationships with customers and partners.You will be considered a
thought leader within the Customer and Partner community
as it relates to the strategic value of my clients' HXMSolutions, in alignment to SAP’s future HCM Solution directions.Reports toThe
Sales Account Executive
directly reports to the
Chief Executive Officer
- North America.Key Results AreasDeveloping Product and Services solution expertise.
Develop authoritative and comprehensive knowledge pertaining to my clients' products and services, so as to convey product and service knowledge to customers clearly, precisely, and concisely.Prospecting and needs analysis/identification.
Maintain a database on possible clients and customers, effectively identifying potential clients and/or customers and efficiently identifying client or customer needs and propose viable solution(s).Coordinating with the teams' solution architects and pre-sales resources.
Lead Solutions Demonstrations and presentations to interested or potential customers. Conduct demos and presentations to clients and/or customers effectively highlighting product capabilities and value add in usage.Helping Customers build ROI and Business Cases
in support of reaching commercial agreement.Creating a strategy and plan
to move the prospect or customer through to a closure of sale and new business relationship.Negotiating profitable agreements
with end customers.Uncovering prospective clients for my clients' solutions and services
and closing commercial agreements with the customer to procure our solutions and services.Working with System Integrator and Services Partners
who are in a position to influence and drive sales with prospective clients to procure my clients' solutions and Service Offerings.Account Manage existing customers within a defined territory
and uncover new needs which my clients' solutions address, and upsell further solutions and services to the existing customer base in Territory.Act as a commercial leader
to bring the best of my clients' IT offerings to prospective new and existing customers and partners.Handing over new customers to my clients' customer care and success teams
to deliver solutions.Helping ensure payment to agreement terms , by assisting Accounts Receivable function to work with an end customer as the custodian of the commercial relationship with the end customer.Key AccountabilitiesAccountable for achieving the Sales Account Executive Targets as defined and agreed at the start of each financial year for the year ahead.Actively target new sales within existing and new customers and prospects in the Assigned Sales Territory and other territories or new accounts as agreed with the CEO - NA.Engagement with existing customers and/or new prospects to uncover needs or priority solution areas to present new HXM solutions and value proposition(s).Engagement with existing customers to stay abreast of current solution usage and identify new solution opportunities and consequent consulting service / training opportunities.Provide strategic advice to existing customers and/or prospects on the use of my clients' solutions, and outlining how their solutions can significantly create efficiencies and cost savings within their SAP HR and Payroll business processes and practices.Accountable for the preparation and delivery of timely Software and Consulting Proposals.Accountable for all Partner planning and engagement activity with the intention to open new opportunities for the Regional business and within the designated Sales Territories.Accountable for new partner agreements and commercial arrangements in collaboration with the CEO - NA.Accountable for SAP engagements relevant to your Sales Territory and establishing a regular sales cadence with the SAP AEs to keep abreast of Market activities and possible new business areas.Actively keep activities, actions and outcomes up to date via the Sales Management System, as agreed with the CEO - NA.Participate in related marketing activity related to growing solution opportunities within existing Customer and Prospect accounts.Accountable for the delivery of a Territory Plan as part of any onboarding activities.Accountable for the delivery of weekly Sales Executive Status reporting.Monthly Travel Plan, when applicable due to COVID19 Travel protocols.Accountable for maintaining a current/latest level of knowledge of my clients' solution suite, and general current level of knowledge related to the SAP ecosystem solutions.Key QualificationsSolid knowledge in SAP SuccessFactors (certified in 1 or more modules).In-depth capabilities in SAP HCM Cloud Solutions.Proficient in selling products and services.Exposed to training, project work, and pre-sales.High application of sales concepts and techniques.Job QualificationsThe applicant or candidate must have/be:Bachelor degree in any business related fields.At least 3 years experience with SAP SuccessFactors and SAP HCM Solutions.A wide degree of creativity and initiative.Ability and desire to sell.Excellent communication skills.Positive, confident, and determined approach to things.Resilient with the ability to cope with rejection.High degree of self-motivation and ambition.Skills to work both independently and as part of a team.Travel:
Business travel is typically required and expected as part of the role to service the Sales Territory and to engage with key stakeholders.
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Role type:
Permanent / Full-time / W2 Salaried EmployeeSalary Targeted:
Up to $100k/yr base + commissionNumber of roles open:
4 (2 in the USA, 2 in Canada)Start Date:
As soon as we identify the right talent!Location:
Work from home / remote from any continental US or Canadian location.Visas:
My client is
not sponsoring or renewing visas
, applicants must be legally able to work for any US or Canadian employer without requiring a visa / visa renewal.About the Sales Account Executive OpeningThe Sales Account Executive is the principal commercial point of contact between my clients' prospects, or clients and Partner organisations for their solutions and services.The Sales Account Executive is responsible for
navigating and uncovering sales opportunities around the SAP and SuccessFactors HCM and Payroll systems
as well as related System Integrators ecosystem within the Regional or Geographic Territory that my clients' Business Unit Services and the Sales Account Executive is responsible for.As the Sales Account Executive, you will be responsible for
growing and fostering new business and relationships
against target accounts and prospects. A key aspect of the role will involve
close engagement with SAP Partners and SAP
.In the role of Sales Account Executive, you will have
direct accountability for specific growth of new software sales (License and subscription agreements)
across new and pre-existing customers. In addition, you will be responsible for
fostering deliberate Partner relationships across NA as part of identifying new business opportunities
with such partners.You will play a vital role in
maintaining and growing the company’s positive reputation
in the marketplace by actively managing and fostering strong relationships with customers and partners.You will be considered a
thought leader within the Customer and Partner community
as it relates to the strategic value of my clients' HXMSolutions, in alignment to SAP’s future HCM Solution directions.Reports toThe
Sales Account Executive
directly reports to the
Chief Executive Officer
- North America.Key Results AreasDeveloping Product and Services solution expertise.
Develop authoritative and comprehensive knowledge pertaining to my clients' products and services, so as to convey product and service knowledge to customers clearly, precisely, and concisely.Prospecting and needs analysis/identification.
Maintain a database on possible clients and customers, effectively identifying potential clients and/or customers and efficiently identifying client or customer needs and propose viable solution(s).Coordinating with the teams' solution architects and pre-sales resources.
Lead Solutions Demonstrations and presentations to interested or potential customers. Conduct demos and presentations to clients and/or customers effectively highlighting product capabilities and value add in usage.Helping Customers build ROI and Business Cases
in support of reaching commercial agreement.Creating a strategy and plan
to move the prospect or customer through to a closure of sale and new business relationship.Negotiating profitable agreements
with end customers.Uncovering prospective clients for my clients' solutions and services
and closing commercial agreements with the customer to procure our solutions and services.Working with System Integrator and Services Partners
who are in a position to influence and drive sales with prospective clients to procure my clients' solutions and Service Offerings.Account Manage existing customers within a defined territory
and uncover new needs which my clients' solutions address, and upsell further solutions and services to the existing customer base in Territory.Act as a commercial leader
to bring the best of my clients' IT offerings to prospective new and existing customers and partners.Handing over new customers to my clients' customer care and success teams
to deliver solutions.Helping ensure payment to agreement terms , by assisting Accounts Receivable function to work with an end customer as the custodian of the commercial relationship with the end customer.Key AccountabilitiesAccountable for achieving the Sales Account Executive Targets as defined and agreed at the start of each financial year for the year ahead.Actively target new sales within existing and new customers and prospects in the Assigned Sales Territory and other territories or new accounts as agreed with the CEO - NA.Engagement with existing customers and/or new prospects to uncover needs or priority solution areas to present new HXM solutions and value proposition(s).Engagement with existing customers to stay abreast of current solution usage and identify new solution opportunities and consequent consulting service / training opportunities.Provide strategic advice to existing customers and/or prospects on the use of my clients' solutions, and outlining how their solutions can significantly create efficiencies and cost savings within their SAP HR and Payroll business processes and practices.Accountable for the preparation and delivery of timely Software and Consulting Proposals.Accountable for all Partner planning and engagement activity with the intention to open new opportunities for the Regional business and within the designated Sales Territories.Accountable for new partner agreements and commercial arrangements in collaboration with the CEO - NA.Accountable for SAP engagements relevant to your Sales Territory and establishing a regular sales cadence with the SAP AEs to keep abreast of Market activities and possible new business areas.Actively keep activities, actions and outcomes up to date via the Sales Management System, as agreed with the CEO - NA.Participate in related marketing activity related to growing solution opportunities within existing Customer and Prospect accounts.Accountable for the delivery of a Territory Plan as part of any onboarding activities.Accountable for the delivery of weekly Sales Executive Status reporting.Monthly Travel Plan, when applicable due to COVID19 Travel protocols.Accountable for maintaining a current/latest level of knowledge of my clients' solution suite, and general current level of knowledge related to the SAP ecosystem solutions.Key QualificationsSolid knowledge in SAP SuccessFactors (certified in 1 or more modules).In-depth capabilities in SAP HCM Cloud Solutions.Proficient in selling products and services.Exposed to training, project work, and pre-sales.High application of sales concepts and techniques.Job QualificationsThe applicant or candidate must have/be:Bachelor degree in any business related fields.At least 3 years experience with SAP SuccessFactors and SAP HCM Solutions.A wide degree of creativity and initiative.Ability and desire to sell.Excellent communication skills.Positive, confident, and determined approach to things.Resilient with the ability to cope with rejection.High degree of self-motivation and ambition.Skills to work both independently and as part of a team.Travel:
Business travel is typically required and expected as part of the role to service the Sales Territory and to engage with key stakeholders.
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