Corporate Account Executive

Corporate Account Executive

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.

The Corporate Account Executive is responsible for focusing on complex sales engagements which are mainly partner-driven in the Midmarket segment. The AE may be specialized on industry or solutions based on the MU-market; he/she is working in conjunction with (i) Solution Sales Specialists (SSEs); (ii) Partner Business Managers (PBMs) and (iii) Inside Sales Executives (ISEs). The AE covers opportunities in partner- / SAP-accounts above a specific revenue threshold defined in the GTM-setup of the MU/Region. The objective is to coach the partner-sales teams on building a productive pipeline as well as maximizing the revenue via active engagements on selected opportunities.

Main Responsibilities:

• 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 sales areas (PBMs, ISEs, SSEs, 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.
• 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, Accelerating the sales process and improvement of win rate in order to achieve real volume business.
• 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.

Enables partners to independently drive business with the following resources:

• Partner demand generation plan to build a business pipeline
• Partner competency plan to ensure partner resources are trained on the latest solution and sales content
• Partner resource utilization plan so partners have full access to and are utilizing SAP tools and methodologies
• Presales coaching plan for existing and new partners

SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.

SAP's culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better world. SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities.

Minimum 12-15 years experience in SAAS sales

Profound knowledge in one or in several solution areas such as e.g. LoB, Mobility, In-Memory, ByDesign, BA&T, B One, BAiO, Cloud or in a certain industry

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

Understanding the principles of solution & cloud selling through Partners

Knowledge and understanding of Indirect channel dynamics

Knowledge of cloud ERP market and proven experience of SAAS sales credentials

Local SG market knowledge and understanding

Travel – 10%