Active Jobs at SAP

Account Executive Expert

• Responsible for selling SAP's products and solutions and certain partner solutions.
• Responsible for building and maintaining relationships with SAP's customers, prospective customers, partners -- and for maintaining customer satisfaction.
• Identifies opportunities and generates demand where SAP's capabilities as an integrated solution addresses a customer's business need.
• Supports efforts to ensure solutions are adopted and value is realized.
• Responsible for the continuity and expansion of the customer’s ongoing business with SAP.
• Focused on named existing and/or prospective accounts.
• Maintains customer relationship and influences customers' requirements' specification.

Career Level Description

• manages projects, defines deliverables and provides definitive advice and interpretation of situations.
• ensures business critical & innovative results.
• ensures that goals and milestones are met, and approved budgets are managed appropriately.
• manages escalation appropriately.
• tracks single project budget line.
• builds strategic partnerships with key decision makers in customer & partner organization.
• may include team lead or supervisory responsibilities.

Complexity

• manages projects of high volume or high risk/complexity.
• provides regular project status and updates.

Experience

• sound professional experience.
• deep knowledge of project management skills.
• depending on LoB has a PMI, Six Sigma or equivalent certification.
• if in Six Sigma has black belt.

Communication

• represents SAP to customers' - is responsible for delivery of quality outcomes of projects of high volume or high risk.
• represents SAP to customers.
• finds common ground for cooperation within project team.
• formulates clear project plans incl. mile stones, timeline and sub projects.
• communicates messages relevant for project in a timely manner and with constructive feedback to project team.
• captures opinions and expectations of stakeholder and communicates them to the project team.

Accountability

• manages expertise ensuring business critical & innovative results.
• responsible for delivery of outcomes of complex and innovative functional issues integrating client needs, strategic business goal of the function and financial objectives.
• involved in directing the implementation and execution of functional business plans integrating functional and financial objectives.
• can make functional decisions and recommendations of a broad nature.
• may include team lead or supervisory responsibilities.

Complexity

• shares in-depth knowledge and experience with direct team to enable decision-making and provide innovative solutions to complex business issues.
• works on complex technical projects or business issues requiring strong technical knowledge.

Experience

• deep professional experience in several areas.
• has strong functional skills.
• broad knowledge of all areas within particular corporate sub-function or a function within division.

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Solution Sales:

• The primary purpose of Product Sales is to push selected strategic / new solutions.
• The scope of activities spans from business development and hunting of opportunities across a given market, to closing of sales cycles with existing and new customers.
• The SSE will have a strong functional and product expertise which  will complement the AE activity on the account.

Core tasks include:

• Generate opportunities through leverage of lead generation campaign within prospects and existing customers.
• Leverage telesales (if applicable) to create demand generation.
• Align closely with AE when prospecting into existing accounts and when initiating the engagement within account.
• Supports the  AE in building strong customer relationships.
• Take full ownership of opportunity, drive teamwork  with presales expert, Implementation consultants and partners.
• Identify, pursue and close sales opportunities.
• Maintain an accurate and documented CRM pipeline of opportunities, on a timely basis.

Key Responsibilities & Tasks

• The primary purpose of the Solution Sales Executive is to achieve their overall revenue goal.  
• In order to achieve this goal, the Solution Sales Executive Expert must create a complete territory business plan that generates at least 4x their quota in pipeline opportunity.
• The Solution Sales Executive Expert is responsible to identify and qualify opportunities, develop and drive strategy.
• The Solution Sales Executive will develop an opportunity plan containing the value proposition SAP's Digital Supply Chain solutions to potential customers & prospects in that territory.
• It is expected that the Solution Sales Executive be adept at creating and nurturing senior 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
• Works with the Regional VAT to educate target accounts on the solution set and conducts account planning for strategic deals
• Works to uncover and run large 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

Experience & Language Requirements:

• 8+ years of experience selling business software and/or IT solutions
• Experience selling to CXOs
• Proven track record in target achievement

Education Requirements:

• Bachelor's degree in related fields (Business / Engineering or Technology)
• Professional Training & Certification
• Completion of Sales Methodology training preferred