Senior Account Executive - Public Sector

Senior Account Executive - Public Sector

We help the world run better . 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 it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.

Overview : 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 products and the SAP support organisation. This role involves account and customer relationship management, sales and software license, cloud subscription and renewal revenue; sales strategies; and building valuable relationships to drive growth and secure revenue.

Responsibilities

• Sales strategies — Develop effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through the organisation.
• Trusted advisor — Establish strong relationships based on knowledge of customer requirements and commitment to value, including value of counsel, solutions, and implementation expertise. Build a foundation for future opportunities and accurate account information.
• Annual revenue — Achieve or exceed quota targets.
• Customer acumen — Understand each customer\'s technology footprint, strategic growth plans, technology strategy and competitive landscape. Review public information to stay updated on industry trends and issues impacting the prospect.
• Territory and account leadership — Lead designated territory, including accounts, relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references.
• Business planning — Develop and deliver comprehensive business plans addressing customer and prospect priorities, using SAP\'s Value Engineering, benchmarking and ROI data to support decisions.
• Business hygiene — Accurately forecast and regularly update management on deals; attend forecast meetings; follow up on information requests.
• Demand generation, pipeline and opportunity management — Pipeline planning, partnerships across Marketing, Inside Sales, Partners and Channels to funnel pipeline; leverage SAP solutions across offers; advance and close opportunities; support SAP promotions and events in the territory.

• Sales Excellence
• Sell value; create meaningful, high-quality customer-facing artefacts; qualify opportunities well; maintain white-space analysis and up/cross-sell initiatives; orchestrate resources to execute winning sales; apply best practice sales models; understand competition and position SAP solutions effectively; maintain an accurate CRM with customer and pipeline information.
• Leading a (Virtual) Account Team
• Demonstrate leadership in coordinating remote teams; ensure account teams and partners are aligned with each account strategy and equipped for all customer touch points and events; maximize value of all sales support organisations.

Competencies & Skills

• SAP Core Competencies: Customer Focus; Business Acumen; Innovative Thinking
• Job Specific Competencies: Consultative Selling; Executives Communication; Negotiation Skills; Sales Industry Knowledge; Customer Engagement Lifecycle (CEL); Sales Process Acumen; Marketing & Sales; Financial Acumen; Business Planning; Change Management Methods; Managing Virtual Team

Experience & Educational Requirements

• 5+ years of experience in senior business roles
• Experience with engagement for senior stakeholders across SA Public Sector including State Government
• Experience in lead role of a team environment
• Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market
• Business level English: Fluent; Local language: Fluent, Business Level

Key Success Factors

• Quantitative: Software License Revenue, Solution License Revenue, Cloud Subscription and Renewal Revenue, Pipeline Coverage/Opportunity Management, Customer Satisfaction, Quota Achievement, Number of deals
• Other: Opportunities identified, co-selling with Field Sales, opportunities closed with Inside Sales, win rate, partner engagement
• Qualitative: Self-Development/Learning, relationship management activities, partner engagement, opportunity upsell/cross-sell, documentation of account activity

Additional Requirements

• SAP Tool and Process: Managing CRM; Q2C/GAF Process; Pricing/Quote Tool; Account Planning Management as a planning tool; Contract policies
• Others: Compliance with SAP policies, Code of Conduct and laws; travel and expense policies
• Customer/Partner Interactions — External: Customers, Prospects, Strategic Partners, Volume Partners; Internal: SAP Executive Management, AE peers, Inside Sales, Professional Services, Solution Engineers, Solution Advisors, Value Engineering Team, Contracts & Finance, Marketing, Training, Product Development, Proposal Management Team
• Mobility — Ability and willingness to travel: yes; Business travel requirements: Country & Regional

Bring out your best : SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. SAP is a cloud company with a global footprint and a focus on personal development. SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations. If you need accommodation in applying, email Recruiting Operations Team:

For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program. Qualified applicants will receive consideration without regard to age, race, religion, national origin, ethnicity, gender, or disability, in compliance with applicable law. Successful candidates may undergo background verification.

Please note that any violation of guidelines may result in disqualification from the hiring process.

Requisition ID: | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid