Senior Account Executive - Palo Alto California

Company: SAP SE
Location: Palo Alto, California
Posted On: 11/16/2024

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. 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.Senior Account ExecutiveWhat you'll do:The Senior Account Executive (Sr. AE) role empowers customers to achieve their full potential by strategically positioning SAP cloud solutions to address their unique business challenges and lay a strong foundation for future success. The role includes the following key aspects:

• Account & Customer Relationship Management:
  • Serve as the end-to-end account owner, managing sales of software licenses and cloud subscriptions and establish a trusted relationship with the customer.
  • Develop and execute strategic account plans to ensure sustainable growth and achieve/exceed revenue targets.
  • Gain a comprehensive understanding of each customer's technology landscape, strategic goals, and competitive environment.
  • Demand Generation, Pipeline, and Opportunity Management:
    • Maintain pipeline management, ensuring a healthy and advancing sales funnel.
    • Leverage internal resources, including marketing, inside sales, and partner channels, to drive demand and manage opportunities.
    • Utilize SAP's comprehensive solution portfolio, including industry-specific and line-of-business (LoB) solutions, to effectively address customer needs.
    • Conduct White Space analysis to identify and execute up-sell and cross-sell opportunities within existing accounts.
    • Orchestrate and deploy appropriate teams to ensure successful sales outcomes, embodying the "OneSAP" approach.
    • Stay informed about SAP's competition and position SAP solutions effectively against them.
    • Maintain accurate customer and pipeline information within CRM systems.
    • Leading a (Virtual) Account Team:
      • Lead and orchestrate remote and cross-functional teams to align with the customer's strategic objectives.
      • Ensure that account teams and partners are well-prepared and strategically positioned for all customer interactions.
      • Maximize the value derived from SAP's extensive sales support ecosystem.What you bring:
        • 7+ years of experience in sales of complex business software/IT solutions.
        • Proven success in business application software sales and leading team-selling environments.
        • Demonstrated ability to handle large transactions and lengthy sales campaigns in a fast-paced, competitive market.
        • Strong negotiation skills and experience in renewals, expansions, and up-sells of subscription-based solutions.
        • Proficient in written and verbal communication, with the capability to create compelling Board Level PowerPoint presentations, as well as customer-specific sales collateral and campaign content.
        • Strategic thinking with a high degree of creativity and innovation.
        • Strong executive presence and results-driven mindset.
        • Ability to work across multiple teams within a matrix organization.
        • Resilience: Ability to stay focused and composed in the face of challenges, and to persevere in achieving goals despite obstacles or setbacks. Demonstrated ability to adapt and thrive in a dynamic and complex environment.
        • Comfort with ambiguity: Ability to navigate and excel in uncertain and complex situations. Skilled in helping customers understand various options, as well as the respective advantages and disadvantages, to support them in making informed decisions aligned with their unique needs.Meet your team:
          • Join a highly motivated team with a deep understanding of SAP's solution portfolio.
          • Engage in collaborative work with SAP leadership and industry teams to drive customer success.
          • Align with product/solution management teams to enhance your strategic engagements.
          • Leverage your expertise while working in a dynamic and challenging environment at the forefront of SAP's customer engagements.Skills you'll use:Tech Industry and SAP General Skills:
            • Software as a Service (SaaS)
            • Process Improvement
            • Technology Innovation
            • RISE and GROW with SAPRole Specific Skills:
              • Cloud Strategy
              • Complex Sales
              • Customer Relationship Management
              • Negotiation
              • Account GovernanceBring out your bestSAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.We win with inclusionSAP's culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone - regardless of background - feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: Careers@sap.com.EOE AA M/F/Vet/DisabilityQualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP's commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 180,500 - 383,900 USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance.
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