Territory Account Executive - West

About the role

The Territory Account Executive - West owns the quota on a territory and is responsible for driving associated pipeline and revenue closure (including post sales success revenue).

Responsibilities

• Accountable and responsible for annual revenue goals established for the territory.
• Create, monitor, and review revenue generation activities in the assigned territory, establishing innovative approaches to generate business via assigned partners and ensures partners execute accordingly.
• Coach partners to generate demand, manage and progress pipeline, forecast and, where needed, to build recovery plans. Responsible for forecasting in the designated territory.
• Drive adoption and consumption (including renewals and upsells) at territory level with partner teams. Drive partners to delivery against SAP quality standards.
• Guide the reporting on sales progress throughout the year. Identify deviations from plans and actively engage in measures to deliver defined territory revenue goals.
• Account & Customer Relationship Management: Serve as the end-to-end account owner, managing sales of software licenses and cloud subscriptions while establishing trusted relationships with customers.
• Develop and execute strategic account and territory 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: Drive and lead a comprehensive net-new demand program leveraging self-generated outbound activity with extended resources in marketing, business development and partner channels. Maintain pipeline management, ensuring a healthy and advancing sales funnel through opportunity progression. Leverage SAP’s comprehensive solution portfolio, including industry-specific and line-of-business (LoB) solutions, to effectively address customer needs.
• Sales Excellence: Conduct account and territory research and analysis to identify and execute net new opportunities. Orchestrate and deploy appropriate internal and partner 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 sales support team and partner ecosystem.

Requirements

4+ 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.

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 preferred, but not required.

Experience: 4+ years of experience in sales of complex business software/IT solutions.

Skills

Business Application Software Sales Experience

Team Selling Environments

Large Transaction Handling

Long Term Sales Campaigns

Negotiation Skills

Renewals, Expansions, Upsells

Customer Relationship Management

Strategic Thinking

Executive Presence

Results-Driven Mindset

Benefits

Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.

Location: This position may be located anywhere in the West, in the proximity of an SAP office.

Pay

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

Schedule

Expected Travel: 0 - 30%