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Senior Account Executive - Analytics ...

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Senior Account Executive - Analytics and Insight Job


Requisition ID: 182174 Work Area: Sales Expected Travel: 0 - 50% Career Status: Professional Employment Type: Regular Full-time COMPANY DESCRIPTION SAP started in 1972 as a team of 5 colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures. 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 that 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. Key Areas of Responsibility and Tasks The Analytics Account Executive’s key responsibilities is to take SAP Analytics Solutions at the center of Customer’s Digital Transformation and include prospecting, qualifying, selling and closing new business to existing and net new customers. The Account Executive brings an innovative Point of View to the Customer engagement, represent a credible and trusted advisor for Customers C-levels and uses all resources to solve customer problems with appropriate SAP products. Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue. Annual Revenue – Exceed quota targets. Sales strategies – Develops, tracks and eventually adapt effective account plans to ensure revenue target delivery, new account creations and sustainable growth. Influence Organization in order to have Analytics Solutions at the center of the Customer Journey, when appropriate. Develop relationships in new and existing customers and leverage to drive strategy through organization. Trusted advisor - Establishes strong relationships based on knowledge of customer qualifications and commitment to value (value of counsel and ability, value of solutions, value of implementation ability). Builds a foundation on which to harvest future business opportunities and accurate account details and coaching. Customer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape. Review public details (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect. Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references. Business Planning – Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Utilize VE, benchmarking and ROI data to support the customer’s decision process. Demand Generation, Pipeline and Opportunity Management Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve. Pipeline partnerships – Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory. Leverage SAP Solutions – While staying primarily focused on selling Analytics portfolio, be proficient in embracing other SAP offers to bear on sales pursuits including Industry Solutions, LOB solutions (CRM, SCM, HCM, SRM et. al) and technology solutions (Mobility, Database and Technology, et. al) Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap. Support all SAP promotions and events in the territory Sales Excellence Understand, communicate and Sell value. Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base. Orchestrate resources: deploy appropriate teams to execute winning sales. Create OneSAP. Utilize best practice sales models. Understand SAP’s competition and effectively position solutions against them. Maintain CRM system with accurate customer and pipeline details. Leading a (Virtual) Account Team Demonstrates leadership skills in the orchestration of x-lob and remote teams. Ensure account teams and Partners are well versed in each account’s strategy and well positioned for all customer touch points and events. Maximize the value of all sales support organizations. Background & Language Qualifications 10+ years of background in sales of complex business software / IT solutions Proven work history in Analytics and Enterprise Performance Management software sales on Large Accounts and Enterprise Market. Sales knowledge in Big Data and Data-warehouse related technology and market is a prerequisite. Demonstrated skill in lead role of a team-selling environment. Extremely good balance of self-driving attitude with team working approach is a prerequisite. Excellent communication and business level presentation skills are required. Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market. Business level English: Fluent Local language: Fluent, Business Level WHAT YOU GET FROM US Success is what you make it. At SAP, we help you make it your own.A career at SAP can open many doors for you. 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 workplace environment – apply now . SAP'S DIVERSITY COMMITMENT To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company. SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you are in need of accommodation or special assistance to navigate our web siteor to complete your application, please send an e-mail with your request to Recruiting Operations Team (Americas: or , APJ: , EMEA: ). Successful applicants might be required to undergo a background verification with an external vendor. Additional Locations :
May 16 on SAP
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