Key Account Management for Cloud Solutions
At SAP, we are seeking a skilled Solution Sales Executive to join our team. In this role, you will be part of a cross-functional team that values trust, respect, and diversity. We seek individuals who share our passion for creating products that people love to use.
This position involves creating an opportunity plan that includes the value proposition for all of SAP's targeted line of business solutions, specifically SAP Signavio, and services for potential customers and prospects within that territory. You will be responsible for professional and best-in-class Demand Generation, Pipeline and Opportunity Management within a growth market focusing on Cloud revenue.
The ideal candidate should have 3+ years of experience in selling SaaS software solutions and a proven track record in business application software sales for Cloud/SaaS solutions. Additionally, several years of Key Account Management experience/orchestration and leading virtual account teams are preferred. Knowledge of SAP's Solution offerings is also an asset.
In this role, you will achieve/exceed annual quota and revenue targets for Cloud solutions, develop practical and specific account plans to ensure revenue target delivery and sustainable growth, and establish strong relationships based on knowledge of customer requirements and commitment to value.
As a Solution Sales Executive, you will leverage your customer acumen to understand each customer's process and transformation footprint, judicious growth plans, process improvement and transformation strategy, and competitive landscape as well as value driver. You will 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.
Key Responsibilities:
• Professional and best-in-class Demand Generation, Pipeline and Opportunity Management within a growth market focusing on Cloud revenue.
• Account and Customer Relationship Management, Sales and Cloud Subscription Revenue.
• Achieve/exceed annual quota and revenue targets for Cloud solutions.
• Sales strategies – The Account Executive develops practical and specific account plans to ensure revenue target delivery and sustainable growth.
• Develop relationships with new and existing customers and leverage them to drive strategy through the organization.
• As Trusted Advisor, you will establish strong relationships based on knowledge of customer requirements and commitment to value (counsel and expertise, solutions, and implementation expertise). You will build a foundation on which to harvest future business opportunities and accurate account information and coaching.
• Customer Acumen - Actively understand each customer's process and transformation footprint, judicious growth plans, process improvement and transformation strategy, and competitive landscape as well as value driver.
• 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 Key Account territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references.
• Business Planning – Develop and deliver a comprehensive business plan to address customer and prospects' priorities and pain points. Utilize value engineering, benchmarking, and ROI data to support the customer's decision process.
Requirements:
• 3+ years of experience in selling SaaS software solutions.
• Proven track records in business application software sales for Cloud/SaaS solutions.
• Work experience in relevant industry or line of business roles is a plus.
• Several years of Key Account Management experience/orchestration and leading virtual account teams.
• Knowledge of SAP's Solution offerings is a plus.
• Knowledge of the business transformation process is an additional value.
Education and Qualifications:
• Minimum a bachelor's degree or equivalent.
• Outstanding communication and presentation skills in English and German, both written and spoken, are a must.
• Ability to effectively communicate in every environment, including informing and presenting to CxO level.
• Team Player, highly motivated.
• Knowledge of financial and regulatory environment.
• Judicious thinker with a high degree of creativity and innovation.
About the Role:
This role is part of SAP's Business Process Intelligence team, which assists customers in navigating their digital transformation and improving business processes in a data-driven way. As a member of this team, you will work closely with cross-functional teams to develop and implement comprehensive business plans that address customer and prospects' priorities and pain points.
What You Will Gain:
• Opportunity to work with a global leader in enterprise software.
• Collaborative team environment with a focus on learning and development.
• Recognition for individual contributions and a variety of benefit options.
"At SAP, we believe that diversity drives innovation and inclusivity brings success. We welcome applications from diverse candidates and encourage everyone to apply".