Senior Account Executive - Midwest Enterprise Manufacturing

Senior Account Executive - Midwest Enterprise Manufacturing What You'll Do Annual Revenue – Meet/exceed quarterly targets and annual quota targets for Software License, Cloud Subscription, and Renewal revenue. Pipeline - Generate and maintain a 5x pipeline of assigned quota, forecasting accurate and feasible pipeline opportunities. Deal and Pipeline Health – Manage accuracy in forecasting and the information maintained in supporting systems. Sales Cycle Execution – Demonstrate a strong understanding of SAP solutions and the necessary combinations of solutions for accurate client proposals. Demonstrate ability to develop and lead a holistic sales cycle. Demonstrate your ability to individually create and deliver client proposals. Business Development Territory Planning – Develop a plan for your territory, including large opportunities and a glide path to deliver them. Account Planning – Effectively execute account planning and appropriate follow‑up actions. Virtual Account Team (VAT) Management – Manage and effectively use your extended VAT to penetrate all customer buying centers to identify and qualify new opportunities. Leverage whitespace to focus your team’s efforts. Events – Fully leverage SAP events such as SAPPHIRE and individual customer‑centric events. Value‑Sell – Leverage a value‑centric and strategic perspective for the entire SAP portfolio with your customers. Trusted Advisor – Establish strong relationships based on knowledge of customer requirements and commitment to value. Build a foundation 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. Expansion and Customer Intimacy – Expand and deepen SAP relationships with your respective customers, with a focus on development outside of traditional IT channels and partner networks. Put day‑to‑day efforts into personally connecting with your customers. Executive Alignment – Develop and manage continuous SAP executive sponsorship. General Leadership – Demonstrate effective leadership of your entire “business” by strategizing and communicating with your team early and often. Be the field general. Lead your customer, versus being led – think and act proactively. Hold people accountable for corresponding actions. Effectively elevate or remove roadblocks. Partner – Utilize partners across all spectrums (internal and external) to support your objectives. Communication – Exhibit clarity, accuracy, frequency, and professionalism in all forms of communication. Responsiveness – Be responsive and timely to all internal and external customer and partner requests. Have a sense of urgency. Operational Excellence – Run your territory like a business in all regards. Utilize best practices. Lead a (Virtual) Account Team and GTM strategy within assigned territory. Sell value utilizing best‑practice sales models. Maintain White Space analysis and execution of initiatives (upsell and cross‑sell) on the customer base. Orchestrate resources: deploy appropriate teams to execute winning sales; foster the OneSAP/OneMidwest culture. Understand SAP’s competition and effectively position solutions against them. Regularly maintain CRM system with accurate customer and pipeline information. Ensure account teams and partners are well‑versed in each account’s strategy and well‑positioned for all customer touchpoints and events. Maximize the value of all sales support organizations. What You Bring 5+ years of experience in sales of complex business software and cloud solutions preferred. Experience selling to large enterprise customers (existing customers). Proven track record of success in business application software sales; previous cloud sales experience highly preferred. Experience in a lead role in 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. Ability to travel to customers and/or SAP and partner offices every week. Education and Qualifications / Skills and Competencies Bachelor’s equivalent. Compensation Range Transparency SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step towards 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 annual combined range for this position is 186,800 – 397,300. 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. Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability. SAP is committed to the values of Equal Employment Opportunity and provides 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: View email address on click.appcast.io . #J-18808-Ljbffr