Senior Business Development Lead

6 days ago

Guangzhou, Guangdong, China SAP Full time

We are seeking a highly skilled Senior Account Executive to join our team. This is an excellent opportunity to bring out your best and make a significant impact in the industry.

As a Senior Account Executive at SAP, you will be responsible for prospecting, qualifying, selling, and closing new business with existing and net new customers. You will bring a Point of View to customer engagements, utilize all resources to solve customer problems with appropriate SAP products, and develop effective account plans to ensure revenue target delivery and sustainable growth.

The ideal candidate will have 7+ years of experience in sales of complex business software/IT solutions, a proven track record in business application software sales, and experience in leading a team-selling environment. They will also possess demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative, and competitive market.

Key Responsibilities:

  • 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
  • Sales Excellence
  • Sell value.
  • Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
  • Orchestrate resources: deploy appropriate teams to execute winning sales. Create OneSAP.
  • Utilize best practice sales models.
  • Understand SAP's competition and effectively position solutions against them.
  • Maintain CRM system with accurate customer and pipeline information.
  • Leading a (Virtual) Account Team
  • Demonstrates leadership skills in the orchestration of remote teams.
  • 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.

What We Offer:

We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from. Our company culture is focused on collaboration and a shared passion to help the world run better.

Requirements:

  • 7+ years of experience in sales of complex business software/IT solutions
  • 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-level English: Fluent

Benefits:

We believe in unleashing all talent and creating a better and more equitable world. At SAP, we offer a wide range of benefits that help you achieve a perfect balance between work and personal life, including flexible working models, health and wellness programs, and inclusive company culture.

EEO AA M/F/Vet/Disability:

SAP is proud to be an equal opportunity workplace and is an affirmative action employer. Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, etc.), sexual orientation, gender identity or expression, protected veteran status, or disability.

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