Account Executive_corporate Account

Sales Professional

Main Responsibilities:

- Solution/Industry specialized Business Development

- Prospecting, qualifying, selling and closing new business to existing and net new customers

- Responsible for customer engagement; uses all resources to solve customer problems with appropriate SAP products to help companies of all sizes, solve their unique challenges – and run simpler.

- Aligns with PBMs on Partner Business Planning for the territory covered; identifies opportunities for further growth in the territory and becomes active, in collaboration with other GPO sales areas (PBMs, Inside Sales, etc.).

- Responsible for creation, monitoring and review of business development activities around the solution- or industry-specialization area. Defines innovative approaches to generate business and executes either directly or via the partner-sales teams. Drives core strategies and actions to ensure KPI achievement.

- Coaches partner sales reps to interact with prospects in large or complex SW deals in his area of solution / industry expertise in order to position the value of the respective SW or industry solution as supported by ROI, business case development, references, and supporting analyst data.

- Ensures high conversion rate from pipeline to deal closure, Shortening of the sales process and improvement of win rate in order to achieve real volume business. Be an expert on the competition with their assigned industry and/or geography. Understand competitive threats (e.g., how to beat the competition).

- Drives deal closure by inserting him-/herself in big and complex opportunities of partners assigned. Balances his direct / indirect activities in order to maximize the revenue in the territory assigned.

- Presales coaching plan for existing and new partners

- Monitoring the effective and appropriate use of SAP assets (i.e., Presales) by partners. Reporting on sales progress throughout the year; identification of deviations from plans agreed and actively engaging in measures to deliver goals agreed to.

Experience & Language Requirements:

- Minimum 5 years experience in software / consulting sales & indirect sales

- Profound knowledge in one or in several solution areas such as e.g. ERP, ByDesign, B One, Cloud or in a certain industry

- Knowing or having successful experience in multi-channel go to market models

- Knowledge of ERP market

- Executive / C-level coverage experience

- Strong communication skills including fluency in English and local language.

- Demonstrated ability to collaborate across diverse stakeholders and business functions.

- Strong Business Acumen including demonstrated knowledge of business process and/or industries.

Education:

Bachelor equivalent: yes