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Thứ Tư, 18 tháng 12, 2013

Senior Account Executive Job - SAP - United States

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Ref-Code: US-58019911-EN-13-002

Work area: Sales

Expected travel: 0% - 50%

Career status:

Employment type: Regular Full Time


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.Exciting opportunity to join a world class sales organization! We are looking for successful sales professionals with 10+ yrs.of quota attainment or over achievement in any industry. The primary purpose of the Account Executive (AE) role is to be a key member of an SAP sales team to drive revenue. SAP will provide a comprehensive ongoing training program. The AE is responsible to identify and qualify opportunities, develop and drive strategy. The AE will develop an opportunity plan containing the value proposition for all of SAP's Products and Solutions to customers or prospects in a specific territory. It is expected that the AE be adept at creating and nurturing executive relationships on their own while positioning the SAP team to assist.


1. Account and Customer Relationship Management, Sales and Software License Revenue. Annual Revenue - Achieve / exceed quota targets. Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organization. Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). 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. Review public information (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. 2. 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 - Be proficient in and bring all SAP offers to bear on sales pursuits including Industry Solutions, horizontal solutions and point/emerging solutions. 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 Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap. Support all SAP promotions and events in the territory. Maintain CRM system with accurate customer and pipeline information.


10+ years of experience in sales of complex business software / IT solutions


Bachelor's Degree

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