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Thứ Tư, 23 tháng 10, 2013

Senior Product Sales Executive Middleware South Region Job - SAP - Atlanta, GA

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Ref-Code: US-57772755-EN-13-001

Work area: Sales

Expected travel: 0% - 50%

Career status:

Employment type: Regular Full Time


COMPANY DESCRIPTION


SAP is the global market leader for business software and thus contributes a considerable part of the world's economic power grid. At SAP you get your chance to put your ideas into action with maximum impact.The primary purpose of the Senior Product Sales Executive is to achieve their overall License revenue goal. In order to achieve this goal, the Senior Product Sales Executive must create a complete territory business plan that generates at least 3x their quota in pipeline opportunity. The Senior Product Sales Executive is responsible to identify and qualify opportunities, develop and drive strategy. The Senior Product Sales Executive will develop an opportunity plan containing the value proposition for all of SAP's targeted line of business solutions For Middleware and Enterprise Integration Management and services to potential customers & prospects in that territory. It is expected that the Senior Product Sales Executive be adept at creating and nurturing executive relationships on their own while positioning the SAP executive team. In that capacity: • Works with the Sales Manager and team to develop and execute programs to drive pipeline & close deals -Drives and closes incremental License revenue apart from Generalist AE -Acts as Middleware "Subject Matter Expert" on market basket transactions -Drives demand generation for all Middleware sales bag solutions across assigned accounts and to Region Sales personnel • Works with the Regional Value Add Team (VAT) to educate target accounts on the solution set and conducts account planning for strategic deals • Works to uncover and run sales cycles based opportunities as directed by the Regional Sales Lead • Works with VAT team on sales campaigns • Leads efforts to establish, develop, and expand market share and revenue attainment within named accounts • Works to attain various sales objectives related to securing new business opportunities within named customers • Develops sales best practices securing repeatable and expansive opportunities across named accounts


EXPECTATIONS AND TASKS


# Negotiation skills # Territory Management; Territory planning ability to identify & prioritize opportunities # Top 10 account focus # Sales Product Solution Knowledge # Value Selling; able to articulate to potential customers the business value of an investment # Presentation skills # 6 or more face to face customer meetings per week # Time management: Work under pressure and dealing with ambiguity # Relationship & Trust Building; internal and external customers (team player)


WORK EXPERIENCE


# Bachelors degree in related fields (Business / Engineering or Technology) Experience selling Middleware, ALM or similar solutions


EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES


# 5+ years of experience selling business software and/or IT solutions # Experience selling to CXOs # Proven track record in License revenue target achievement and over achievement







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