Senior Account Executive - Midwest - Enterprise Manufacturing Accounts

Senior 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.

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe together we can transform industries, grow economics, lift up societies, and sustain our environment because it's the best-run businesses that make the world run better and improve people's lives. If you're searching for a company that's dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible, and inclusive work environment.

The Midwest Mindset

The Midwest market unit is focused on expanding SAP's footprint with our customers. We are a team of dynamic growth partners dedicated to creating wildly successful customer experiences. We consider ourselves significant to customers and are partners in what we "own" in their environment. Our Midwest teams work with customers in a variety of industries that transform the way our customers conduct business. Ideal candidates will serve as force multipliers and exhibit a can-do attitude and creativity when engaging with internal teams, partners, and customers.

What You'll Do:

The Senior Account Executive's primary responsibilities include prospecting, qualifying, selling, and closing new business to existing customers within the Midwest region. This position is responsible for selling to large enterprise customers. The Account Executive manages executive relationships and brings a point of view to the customer engagement. This position sells into large enterprise accounts in the Midwest region (primarily MI, OH, IL).

Sales Execution

• Annual Revenue – Meet/exceed quarterly targets and annual quota targets for Software License, Cloud Subscription, and Renewal revenue.
• Pipeline - Generate and maintain a 5x pipeline of assigned quota, forecasting accurate and feasible pipeline opportunities.
• Deal and Pipeline Health – Manage accuracy in forecasting and the information maintained in supporting systems.
• Sales Cycle Execution - Demonstrate a strong understanding of SAP solutions and the necessary combinations of solutions for accurate client proposals. Demonstrate ability to develop and lead a holistic sales cycle.
• Demonstrate your ability to individually create and deliver client proposals.

Business Development

• Territory Planning – Develop a plan for your territory including large opportunities and a glide path to deliver them.
• Account Planning – Effectively execute Account Planning as well as appropriate follow-up actions.
• Virtual Account Team (VAT) Management – Manage and effectively use your extended VAT to penetrate all customer buying centers to identify and qualify new opportunities. Leverage whitespace to focus your team's efforts.
• Events – Fully leverage SAP events such as SAPPHIRE as well as individual customer-centric events.

Customer Engagement

• Value-Sell – Leverage a value-centric and strategic perspective for the entire SAP portfolio with your customers.
• Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value. Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
• Customer Acumen - Actively understand each customer's technology footprint, strategic growth plans, technology strategy, and competitive landscape.
• Expansion and Customer Intimacy – Expand and deepen SAP relationships with your respective customers – with a special focus on development outside of traditional IT channels and partner networks. Put day-to-day efforts into personally connecting with your customers.
• Executive Alignment – Develop and manage continuous SAP executive sponsorship.

General

• Leadership – Demonstrate effective leadership of your entire "business" by strategizing and communicating with your team early and often. Be the field general. Lead your customer versus being led – think and act proactively. Hold people accountable for corresponding actions. Effectively escalate and/or remove roadblocks.
• Partner – Utilize partners across all spectrums (internal and external) to support your objectives.
• Communication – Exhibit clarity, accuracy, frequency, and professionalism in all forms of communication.
• Responsiveness – Be responsive and timely to all internal and external customer and partner requests. Have a sense of urgency.
• Operational Excellence – Run your territory like a business in all regards. Utilize best practices.

Sales Excellence

• Lead a (Virtual) Account Team and GTM strategy within assigned territory.
• Sell value utilizing best-practice sales models.
• Maintain White Space analysis and execution of initiatives (upsell and cross sell) on customer base.
• Orchestrate resources: deploy appropriate teams to execute winning sales; foster the OneSAP/OneMidwest culture.
• Understand SAP's competition and effectively position solutions against them.
• Regularly maintain CRM system with accurate customer and pipeline information.
• Ensure account teams and Partners are well-versed in each account's strategy and well-positioned for all customer touchpoints and events. Maximize the value of all sales support organizations.

What You Bring

• 5+ years of experience in sales of complex business software and cloud solutions preferred.
• Experience selling to large enterprise customers (existing customers).
• Proven track record of success in business application software sales, previous cloud sales experience highly preferred.
• Experience in a lead role in a team-selling environment.
• Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative, and competitive market.
• Business level English: Fluent
• Ability to travel to customer and/or SAP and Partner offices every week.

Education and Qualifications / Skills and Competencies:

• Bachelor's equivalent

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. We win with inclusion 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. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: Careers@sap.com.

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability. Compensation Range Transparency SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP's commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 186,800 - 397,300 USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount