Senior Account Executive Key Accounts (f/m/d) Discrete and Manufacturing Industries
Sybase
Zürich-Flughafen, Zurich, CH
vor 2 Tg.

COMPANY DESCRIPTION

SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done.

Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all.

We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.

Senior Account Executive Key Accounts (f / m / d) Discrete and Manufacturing Industries

The Account Executive’s primary responsibilities include prospecting, qualifying, selling and closing new business to existing Key Customers in the Discrete Industry.

The Account Executive brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate SAP products.

EXPECTATIONS AND TASKS

  • Account and Customer Relationship Management, Sales and Software License and Cloud Subscription 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.

    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, LOB solutions (CRM, SCM, HCM, SRM et.
  • al) and technology solutions (Business Analytics, Mobility, Database and Technology, et. al)

  • Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
  • Support all SAP promotions and events in the territory.
  • WORK EXPERIENCE

    8+ years of experience in selling complex business software / IT solutions, deep specified industry / domain expertise.

    Several years of Large Account Management experience / leading account teams.

    Knowledge of SAPs Service and Support offerings a plus.

  • Proven track record in business application software sales.
  • Experience in lead role of a team-selling environment.
  • Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.
  • Business fluency in English and in German is a must.
  • EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

  • Minimum a bachelor’s degree or equivalent.
  • Exceptional communication skills, able to effectively communicate in every environment, including informing and presenting to CxO level.
  • Knowledge of financial, regulatory environment.
  • Strategic thinker with high degree of creativity and innovation.
  • At SAP, we believe you should treat the whole person, not just the person who comes to work every day. It is the sum that defines who you are.

    Are you looking for a compelling career or an exciting adventure? Would you like to impact the world by working on products and technologies that genuinely innovate?

    Are you interested in joining the world's largest provider of Enterprise Application Software family? Are you ready to do the best work of your professional life?

    If so, we want to hear from you soon. Apply today!

    At SAP, you don’t have to choose. As the global leader for business software, SAP helps companies in more than 25 industries and has employees in 130+ countries which means tons of opportunities for you to grow and expand your career.

    As the inventor and visionary that reimagines what’s possible in the digital economy, SAP is changing the game of business as we know it.

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