SAP
Senior Account Executive - Utilities - East
SAP, Washington, District of Columbia, us, 20022
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At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.
The Senior Account Executive, Utilities assumes the overall leadership role within their assigned accounts which are primarily large investor-owned Utilities. In this capacity, the Senior AE will identify and qualify opportunities within these Utilities, develop and drive account strategy with the Extended SAP Team, and develop strong and extensive executive relationships within each account.
The Senior Account Executive overachieves the subscription software revenue goal of their territory through the creation of a complete territory business plan that generates at least four times the quota in pipeline opportunity. The Senior AE possesses a strategic, consultative approach and excels at developing trust and alignment with Senior decision-makers. They must possess Utility industry knowledge, an entrepreneurial mindset, and a Managing Partner mentality as they will be accountable for driving business (new and renewal) across all domains. Experience closing large, complex cloud software transactions is critical.
They will be responsible for driving opportunities that are based on the value of SAP's entire solution portfolio: RISE with SAP (S/4 HANA Industry ERP, CIS and EAM Solutions), CRM and Customer Experience, Human Capital Management, Spend Management, Business Process Transformation and Business Technology Platform. The Senior AE creates and nurtures executive relationships independently and leverages the Extended SAP Team to ensure success for their customers and for SAP.
LOCATION:
This position can be based anywhere in the East, in the proximity of an SAP office location. EXPECTATIONS AND TASKS: Account and Customer Relationship Management, New Cloud Subscription Revenue and Cloud Renewals. Annual Revenue - Achieve / exceed quota targets. Sales strategies - Develop effective account plans to ensure revenue target delivery and sustainable growth. Trusted advisor - Establish strong relationships based on Utility industry experience and customer requirements. Customer Acumen - Understand each customer's technology footprint and strategic growth plans. Territory and Account Leadership - Lead designated territory and encourage all accounts to become SAP references. Business Planning - Develop a comprehensive business plan to address customer priorities. Demand Generation, Pipeline and Opportunity Management - Maintain a rolling pipeline and leverage support organizations. Sales Excellence - Sell value and maintain the CRM system with accurate customer and pipeline information. Leading a (Virtual) Account Team - Demonstrate leadership skills in the orchestration of remote teams. WORK EXPERIENCE: 5 years of experience in sales of complex business software / IT solutions. Utilities industry background and thought leadership. Established strategic relationships with Utilities executives. Proven track record in business application software sales. Experience in the lead role of a team selling environment. Demonstrated success with large transactions in a competitive market. EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES: Bachelor's degree or higher strongly preferred. Utilities industry knowledge. History of achieving a sales quota of US $6 million or more in Cloud software revenue. Managing Partner mentality with experience in complex sales. Team leadership. Strong oral and written communication skills. Bring out your best SAP innovations help more than four hundred thousand customers worldwide work together more efficiently. SAP is an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with disabilities. Compensation Range Transparency:
SAP believes in pay transparency. The targeted combined range for this position is 180500 - 383900 USD. Requisition ID: 410456 | Work Area: Sales | Expected Travel: 0 - 40% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid
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This position can be based anywhere in the East, in the proximity of an SAP office location. EXPECTATIONS AND TASKS: Account and Customer Relationship Management, New Cloud Subscription Revenue and Cloud Renewals. Annual Revenue - Achieve / exceed quota targets. Sales strategies - Develop effective account plans to ensure revenue target delivery and sustainable growth. Trusted advisor - Establish strong relationships based on Utility industry experience and customer requirements. Customer Acumen - Understand each customer's technology footprint and strategic growth plans. Territory and Account Leadership - Lead designated territory and encourage all accounts to become SAP references. Business Planning - Develop a comprehensive business plan to address customer priorities. Demand Generation, Pipeline and Opportunity Management - Maintain a rolling pipeline and leverage support organizations. Sales Excellence - Sell value and maintain the CRM system with accurate customer and pipeline information. Leading a (Virtual) Account Team - Demonstrate leadership skills in the orchestration of remote teams. WORK EXPERIENCE: 5 years of experience in sales of complex business software / IT solutions. Utilities industry background and thought leadership. Established strategic relationships with Utilities executives. Proven track record in business application software sales. Experience in the lead role of a team selling environment. Demonstrated success with large transactions in a competitive market. EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES: Bachelor's degree or higher strongly preferred. Utilities industry knowledge. History of achieving a sales quota of US $6 million or more in Cloud software revenue. Managing Partner mentality with experience in complex sales. Team leadership. Strong oral and written communication skills. Bring out your best SAP innovations help more than four hundred thousand customers worldwide work together more efficiently. SAP is an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with disabilities. Compensation Range Transparency:
SAP believes in pay transparency. The targeted combined range for this position is 180500 - 383900 USD. Requisition ID: 410456 | Work Area: Sales | Expected Travel: 0 - 40% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid
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