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Thứ Tư, 12 tháng 2, 2014

Services Account Manager, West Job - SAP - Palo Alto, CA

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Ref-Code: US-58295773-EN-14-002

Work area: Sales

Expected travel: 0% - 30%

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.SAP Services Account Managers (SAM's) are responsible for driving SAP Consulting revenue across multiple Lines of Service and through consulting-related software products. In this role, you are expected to work closely with the SAP License organization, Consulting Delivery, Global Support, customers and SAP partners to develop and sell value-based services solutions to your customer-base and to significantly contribute to the overall success of the customer relationship.


EXPECTATIONS AND TASKS


To be successful, you will need to generate demand for SAP's service offerings, develop opportunity execution plans, manage a team through the process of scoping and estimating project(s) to meet client needs and SAP business parameters, and manage the customer relationship(s) from initial discussions to close of deal. As the Services Account Manager, you are responsible for ensuring the holistic success of your accounts as measured by revenue, profitability, and customer satisfaction. It is your responsibility to represent SAP consulting and own the relationship with your customers. You will be responsible for existing SAP accounts as well as dormant and net new' customers. You will need to develop a territory plan to penetrate and maximize the opportunities at all of these accounts to develop a sustainable and recurring " book of business" You will be responsible for territory planning, lead generation activities, and for managing customer escalations. These must be done in concert with License teams and other SAP LOB's to deliver holistic, value based business outcomes. Additional responsibilities will include forecasting 3x pipeline, maintaining accurate and timely reporting in CRM & other appropriate systems, and managing accounts receivables for your individual account portfolio.


WORK EXPERIENCE


This is a senior level, pursuit leadership role and requires a seasoned professional with varied career experiences including at least 5-6 years of ERP/CRM and/or Business Analytics services sales, delivery, and/or account management with a strong track record of new account development, territory building and quota performance.


EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES


BA/BS or comparable is strongly preferred. Must be a driven sales professional and have strong capabilities in: Quota Attainment/Account Planning Pursuit Leadership Problem Solving and Negotiating Trusted Advisor Effective Communication Relationship Management Ability to travel 30%+ of time, depending on assigned accounts.







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