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Sr. Industry Account Executive, Public Sector
2 months ago
We help the world run better
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. 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.
Sr. Industry Account Executive, Public Sector
ROLE DESCRIPTION:
The SAP public sector team is growing at an unprecedented rate in light of the generational opportunity to digitally transform our clients. The Public Sector Account Executive’s primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers in the Public Sector area. This Senior 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 - Develop 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 - Establish strong relationships based on knowledge of customer requirements and commitment to value. Build 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.
- Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles.
- Business Planning – Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points.
Demand Generation, Pipeline and Opportunity Management
- Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline.
- 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 and technology solutions.
- 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 on customer base.
- Orchestrate resources: deploy appropriate teams to execute winning sales.
- 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.
WORK EXPERIENCE:
- 10+ years of experience in sales of complex business software / IT solutions
- Public Sector industry and domain experience required
- 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 & French: Fluent
- Local language: Fluent preferred
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES:
- Bachelor equivalent
