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. 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, Accelerating 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.

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

Generally will be focused on volume segment and ensure alignment with Indirect Channel Mgt (respective Partner Business Managers, Inside Partner Business Managers) and Inside Sales based on key channel economics. Where available will act in strong interrelationship / be co-located with similarly specialized sales roles (e.g. specialized AEs in Enterprise segment in regional centers of Expertise)

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 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%