Sr. Industry Account Executive, Public Sector

4 weeks ago

Montreal, Canada SAP SE Full time
Sr. Industry Account Executive, Public Sector

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 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.

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.
  • Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth.
  • Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value.
  • 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.
  • Leverage SAP Solutions – Be proficient in and bring all SAP offers to bear on sales pursuits.
  • Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
  • Support all SAP promotions and events in the territory.
  • 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.

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.
  • Business level English & French: Fluent.
  • Local language: Fluent preferred.

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES:

We win with inclusion

SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone feels included and can run at their best. SAP believes 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.

EOE AA M/F/Vet/Disability:

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender, sexual orientation, gender identity or expression, protected veteran status, or disability.

SAP believes the value of pay transparency contributes towards an honest and supportive culture.

Requisition ID: 399324 | Work Area: Sales | Expected Travel: 0 - 50% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid

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