Senior Account Executive

2 weeks ago

Shanghai, Shanghai, China SAP Full time

We help the world run better

At SAP, our company culture is centered around enabling innovation by building breakthroughs together. We focus on building the foundation for tomorrow and creating a workplace that values diversity, flexibility, and a purpose-driven approach. Our team environment is highly collaborative, with a strong emphasis on learning and development, recognition of individual contributions, and a variety of benefit options.

Key Responsibilities and Tasks:

  • Prospect, qualify, sell, and close new business to existing and net new customers.
  • Bring a point of view to customer engagements and use all resources to solve customer problems with SAP products.
  • Manage account and customer relationships, sales, and software license and cloud subscription revenue.
  • Develop effective sales strategies and account plans to ensure revenue target delivery and sustainable growth.
  • Establish strong relationships based on knowledge of customer requirements and commitment to value.
  • Actively understand each customer's technology footprint, strategic growth plans, technology strategy, and competitive landscape.
  • Lead designated territories, including accounts, account relationships, prospect profiling, and sales cycles.
  • Develop and deliver comprehensive business plans to address customer and prospect priorities and pain points.
  • Utilize value engineering, benchmarking, and ROI data to support customer decision-making.
  • Manage demand generation, pipeline, and opportunity management.
  • Follow a disciplined approach to maintaining a rolling pipeline and keep it current and moving up the pipeline curve.
  • Leverage support organizations, including marketing, inside sales, partners, and channels, to funnel pipeline into assigned territories.
  • Be proficient in and bring all SAP offers to bear on sales pursuits, including industry solutions, line of business solutions, and technology solutions.
  • Advance and close sales opportunities through successful execution of sales strategies and roadmaps.
  • Support all SAP promotions and events in the territory.
  • Maintain sales excellence and sell value.
  • Orchestrate resources to execute winning sales and create OneSAP.
  • Utilize best practice sales models and understand SAP's competition and position solutions against them.
  • Maintain CRM systems with accurate customer and pipeline information.
  • Lead virtual account teams and demonstrate leadership skills in orchestrating remote teams.
  • Ensure account teams and partners are well-versed in each account's strategy and well-positioned for all customer touchpoints and events.

Experience and Educational Requirements:

  • 7+ years of experience in sales of complex business software/IT solutions.
  • Proven track record in business application software sales.
  • Experience in lead roles of team-selling environments.
  • Demonstrated success with large transactions and lengthy sales campaigns in fast-paced, consultative, and competitive markets.
  • Business-level English: fluent.

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