Account Executive, Canada, East

4 days ago

Montréal, Canada SAP Full time

**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. 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.

**We help the world run better**

**What you'll do**:
The Account Executive’s primary responsibilities include prospecting, qualifying, selling, and closing new business to existing and net new customers. The Account Executive brings a Point of View to the Customer engagement; and uses all resources to solve customer problems with appropriate SAP products.
- 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 with new and existing customers and leverage them to drive strategy through the organization.
- Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds 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. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
- Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references.
- Business Planning - Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Utilize VE, benchmarking, and ROI data to support the customer’s decision process.
- Demand Generation, Pipeline and Opportunity Management
- Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep the pipeline current and moving up the pipeline curve.
- 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 (CRM, SCM, HCM, SRM et. al), and technology solutions (Business Analytics, Mobility, Database, and Technology, et. al)
- 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 (upsell and cross sell) on customer base.
- Orchestrate resources: deploy appropriate teams to execute winning sales. Create OneSAP.
- 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 touchpoints and events. Maximize the value of all sales support organizations.

**What you bring**:

- 5+ years of experience in sales of complex business software / IT solutions
- Experience in the 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: Fluent
- Local language: Fluent, Business Level
- Bachelor equivalent

**DESCRIPTION DU RÔLE**:
Les principales responsabilités du Commercial comprennent la prospection, la qualification, la vente et la conclusion de nouveaux contrats avec des clients existants et de tout nouveaux clients. Le Commercial apporte un point de vue à la relation client; il utilise toutes les ressources pour résoudre les problèmes des clients à l’aide des produits SAP appropriés.

**ATTENTES ET TÂCHES**:

- Gestion de la relation client et des comptes, ventes et chiffre d'affaires sur licences de logiciels et abonnements Cloud.
- Chiffre d'affaires annuel: atteint/dépasse les objectifs de quota.
- Stratégies de vente: développe des plans de comptes

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