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Senior Account Executive - Enterprise - Defense

SAP · New York, NY · Yesterday
HybridBusiness DevelopmentFull-time

About the role

The Account Executive (AE) role at SAP empowers customers to achieve their full potential by strategically positioning SAP cloud solutions to address their unique business challenges and lay a strong foundation for future success.

Responsibilities

  • Account & Customer Relationship Management: Serve as the end-to-end account owner, managing sales of software licenses and cloud subscriptions and establish a trusted relationship with the customer.

  • Develop and execute strategic account plans to ensure sustainable growth and achieve/exceed revenue targets.

  • Gain a comprehensive understanding of each customer’s technology landscape, strategic goals, and competitive environment.

  • Demand Generation, Pipeline, and Opportunity Management: Maintain pipeline management, ensuring a healthy and advancing sales funnel. Leverage internal resources, including marketing, inside sales, and partner channels, to drive demand and manage opportunities. Utilize SAP’s comprehensive solution portfolio, including industry-specific and line-of-business (LoB) solutions, to effectively address customer needs.

  • Sales Excellence: Conduct White Space analysis to identify and execute up-sell and cross-sell opportunities within existing accounts. Orchestrate and deploy appropriate teams to ensure successful sales outcomes, embodying the "OneSAP" approach. Stay informed about SAP’s competition and position SAP solutions effectively against them. Maintain accurate customer and pipeline information within CRM systems.

  • Leading a (Virtual) Account Team: Lead and orchestrate remote and cross-functional teams to align with the customer’s strategic objectives. Ensure that account teams and partners are well-prepared and strategically positioned for all customer interactions. Maximize the value derived from SAP’s extensive sales support ecosystem.

Requirements

  • 10+ years of experience in sales of complex business software/IT solutions.

  • Proven success in business application software sales and leading team-selling environments.

  • Demonstrated ability to handle large transactions and lengthy sales campaigns in a fast-paced, competitive market.

  • Strong negotiation skills and experience in renewals, expansions, and up-sells of subscription-based solutions.

  • Fully fluent in Business English, with proficiency in additional languages considered a plus.

  • Exceptional communication, both verbal and non-verbal.

  • Strategic thinking with a high degree of creativity and innovation.

  • Strong executive presence and results-driven mindset.

  • Able to work across multiple teams within a matrix organization.

Qualifications

  • Education: Bachelor's degree in Business Administration, Computer Science, or a related field.

  • Experience: Proven track record in sales and customer relationship management.

  • Technical Skills: Familiarity with SAP products and solutions.

  • Industry Knowledge: Understanding of the customer’s industry and competitive landscape.

Skills

  • Strategic Thinking

  • Customer Relationship Management

  • Account Management

  • Product Knowledge

  • Team Leadership

  • Communication Skills

  • Negotiation

Benefits

At SAP, you can enjoy a wide range of benefits including:

  • Flexible working arrangements

  • Health and wellness programs

  • Continuous learning and professional development opportunities

  • Competitive compensation and benefits package

  • Work-life balance initiatives

Pay

The targeted annual combined range for this position is 186,800-397,300 USD.

Schedule

This role requires 0 - 50% travel.

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