SAP SE
Senior Account Executive - Midwest Region
SAP SE, Chicago, Illinois, United States, 60290
Senior Account Executive - Midwest Region
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.SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We believe together we can transform industries, grow economics, lift up societies, and sustain our environment because it’s the best-run businesses that make the world run better and improve people’s lives. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible, and inclusive work environment.The Midwest MindsetThe Midwest market unit is focused on expanding SAP’s footprint with our customers. We are a team of dynamic growth partners dedicated to creating wildly successful customer experiences. Our Midwest teams work with customers in a variety of industries that transform the way our customers conduct business. Ideal candidates will serve as force multipliers and exhibit a can-do attitude and creativity when engaging with internal teams, partners, and customers.What You'll Do:Meet/exceed quarterly targets and annual quota targets for Software License, Cloud Subscription, and Renewal revenue.Generate and maintain a 5x pipeline of assigned quota, forecasting accurate and feasible pipeline opportunities.Manage accuracy in forecasting and the information maintained in supporting systems.Demonstrate a strong understanding of SAP solutions and the necessary combinations of solutions for accurate client proposals.Individually create and deliver client proposals.Business DevelopmentDevelop a plan for your territory including large opportunities and a glide path to deliver them.Effectively execute Account Planning as well as appropriate follow-up actions.Manage and effectively use your extended Virtual Account Team (VAT) to penetrate all customer buying centers.Fully leverage SAP events such as SAPPHIRE as well as individual customer-centric events.Leverage a value-centric and strategic perspective for the entire SAP portfolio with your customers.Establish strong relationships based on knowledge of customer requirements and commitment to value.Actively understand each customer’s technology footprint, strategic growth plans, technology strategy, and competitive landscape.Expand and deepen SAP relationships with your respective customers.Develop and manage continuous SAP executive sponsorship.GeneralDemonstrate effective leadership of your entire “business” by strategizing and communicating with your team early and often.Utilize partners across all spectrums (internal and external) to support your objectives.Exhibit clarity, accuracy, frequency, and professionalism in all forms of communication.Be responsive and timely to all internal and external customer and partner requests.Run your territory like a business in all regards. Utilize best practices.Lead a (Virtual) Account Team and GTM strategy within assigned territory.Sell value utilizing best-practice sales models.Maintain White Space analysis and execution of initiatives (upsell and cross-sell) on customer base.Deploy appropriate teams to execute winning sales; foster the OneSAP/OneMidwest culture.Regularly maintain CRM system with accurate customer and pipeline information.Ensure account teams and Partners are well-versed in each account’s strategy.What You Bring5+ years of experience in sales of complex business software and cloud solutions preferred.Experience selling to large enterprise customers.Proven track record of success in business application software sales.Experience in a lead role in a team-selling environment.Demonstrated success with large transactions and lengthy sales campaigns.Business level English: Fluent.Ability to travel to customer and/or SAP and Partner offices every week.EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES:Bachelor's equivalent.We win with inclusionSAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone feels included and can run at their best. We believe we are made stronger by the unique capabilities and qualities that each person brings to our company.Compensation Range Transparency : The targeted combined range for this position is 180,500 - 383,900 USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case.Requisition ID: 401020 | Work Area: Sales | Expected Travel: 0 - 50% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid
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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.SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We believe together we can transform industries, grow economics, lift up societies, and sustain our environment because it’s the best-run businesses that make the world run better and improve people’s lives. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible, and inclusive work environment.The Midwest MindsetThe Midwest market unit is focused on expanding SAP’s footprint with our customers. We are a team of dynamic growth partners dedicated to creating wildly successful customer experiences. Our Midwest teams work with customers in a variety of industries that transform the way our customers conduct business. Ideal candidates will serve as force multipliers and exhibit a can-do attitude and creativity when engaging with internal teams, partners, and customers.What You'll Do:Meet/exceed quarterly targets and annual quota targets for Software License, Cloud Subscription, and Renewal revenue.Generate and maintain a 5x pipeline of assigned quota, forecasting accurate and feasible pipeline opportunities.Manage accuracy in forecasting and the information maintained in supporting systems.Demonstrate a strong understanding of SAP solutions and the necessary combinations of solutions for accurate client proposals.Individually create and deliver client proposals.Business DevelopmentDevelop a plan for your territory including large opportunities and a glide path to deliver them.Effectively execute Account Planning as well as appropriate follow-up actions.Manage and effectively use your extended Virtual Account Team (VAT) to penetrate all customer buying centers.Fully leverage SAP events such as SAPPHIRE as well as individual customer-centric events.Leverage a value-centric and strategic perspective for the entire SAP portfolio with your customers.Establish strong relationships based on knowledge of customer requirements and commitment to value.Actively understand each customer’s technology footprint, strategic growth plans, technology strategy, and competitive landscape.Expand and deepen SAP relationships with your respective customers.Develop and manage continuous SAP executive sponsorship.GeneralDemonstrate effective leadership of your entire “business” by strategizing and communicating with your team early and often.Utilize partners across all spectrums (internal and external) to support your objectives.Exhibit clarity, accuracy, frequency, and professionalism in all forms of communication.Be responsive and timely to all internal and external customer and partner requests.Run your territory like a business in all regards. Utilize best practices.Lead a (Virtual) Account Team and GTM strategy within assigned territory.Sell value utilizing best-practice sales models.Maintain White Space analysis and execution of initiatives (upsell and cross-sell) on customer base.Deploy appropriate teams to execute winning sales; foster the OneSAP/OneMidwest culture.Regularly maintain CRM system with accurate customer and pipeline information.Ensure account teams and Partners are well-versed in each account’s strategy.What You Bring5+ years of experience in sales of complex business software and cloud solutions preferred.Experience selling to large enterprise customers.Proven track record of success in business application software sales.Experience in a lead role in a team-selling environment.Demonstrated success with large transactions and lengthy sales campaigns.Business level English: Fluent.Ability to travel to customer and/or SAP and Partner offices every week.EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES:Bachelor's equivalent.We win with inclusionSAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone feels included and can run at their best. We believe we are made stronger by the unique capabilities and qualities that each person brings to our company.Compensation Range Transparency : The targeted combined range for this position is 180,500 - 383,900 USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case.Requisition ID: 401020 | Work Area: Sales | Expected Travel: 0 - 50% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid
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