Strategic Account Executive, Canada, East

2 weeks ago

Montreal, Quebec, Canada SAP Full time

Responsabilités du poste

Le Responsable des Comptes Stratégiques est responsable de la prospection, de la qualification, de la vente et de la conclusion de nouveaux contrats avec des clients existants et de tout nouveaux clients. Le Responsable des Comptes Stratégiques 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.

Compétences et responsabilités

  • 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 efficaces et spécifiques afin de garantir l'obtention du chiffre d'affaires visé et une croissance durable. Développe des relations avec les clients existants et nouveaux, afin de mener à bien une stratégie au sein de l'entreprise.
  • Conseiller de confiance: établit d'étroites relations basées sur la connaissance des besoins des clients et l'engagement envers la valeur (valeur du conseil et de l'expertise, valeur des solutions, valeur de l'implémentation). Crée une base permettant de rassembler les futures opportunités ainsi que les informations détaillées sur les comptes et l'accompagnement.
  • Sens de la relation client: comprend activement l'empreinte technologique de chaque client, ses plans de croissance stratégiques, sa stratégie en matière de technologie et son environnement concurrentiel. Passe en revue les informations publiques (par exemple, les nominations exécutives, les présentations de résultats, les communiqués de presse) relatives à l'entreprise et à la concurrence afin de se tenir informé des tendances clés du secteur et des problèmes affectant les clients potentiels.
  • Direction de territoire et de comptes: dirige un territoire désigné, y compris les comptes, les relations d'affaires, la détermination du profil des clients potentiels et les cycles de vente. Encourage tous les comptes à devenir des références SAP.
  • Planification d'entreprise: développe et fournit un plan d'entreprise complet identifiant les priorités et les points faibles des clients existants et potentiels. Utilise les données d'ingénierie de la valeur, d'analyse comparative et de retour sur investissement pour appuyer le processus de prise de décision des clients.
  • Gestion des opportunités, du pipeline et de la création de la demande
  • Planification du pipeline: applique une approche rigoureuse pour le bon fonctionnement du pipeline. Actualise le pipeline et en fait monter la courbe.
  • Partenariats de pipeline: utilise les organisations de support, notamment dans les domaines du marketing, ventes internes, partenaires et canaux pour faire passer le pipeline dans le territoire affecté.
  • Exploitation des solutions SAP: fait preuve d'excellence et apporte toutes les offres SAP pour prendre en charge les activités de vente, y compris les solutions métier, les solutions LoB (CRM, SCM, HCM, SRM, etc.) et les solutions technologiques (Business Analytics, Mobility, Database and Technology, etc.).
  • Anticipe et conclut des opportunités de ventes grâce à une exécution réussie de la stratégie et de la feuille de route de vente.
  • Support de l'ensemble des promotions et événements SAP sur le territoire
  • Excellence dans le domaine des ventes
  • Vend de la valeur ajoutée.
  • Gère l'analyse du potentiel commercial et l'exécution d'initiatives (ventes incitatives et ventes croisées) selon les clients.
  • Organisation des ressources: déploie les équipes appropriées pour la force de vente. Crée OneSAP.
  • Utilise les modèles de vente intégrant les meilleures pratiques.
  • Connaît la concurrence de SAP et positionne efficacement les solutions pour la contrer.
  • Tient le système CRM à jour avec des informations précises sur les clients et le pipeline.
  • Direction d'une équipe de comptes (virtuelle)
  • Fait preuve de compétences de direction dans l'organisation des équipes à distance.
  • S'assure que les équipes de comptes et les partenaires maîtrisent bien la stratégie de chaque compte et sont bien positionnés pour tous les points de contact et les événements des clients. Multiplie la valeur de toutes les organisations de support vente.

Compétences et qualifications requises

  • 10 ans et plus d'expérience dans la vente de logiciels de gestion/solutions informatiques complexes
  • Expérience avérée dans la vente de progiciels de gestion intégrés
  • Expérience en tant que responsable d'équipe dans l'environnement de la vente
  • Réussite prouvée dans le cadre d'importantes transactions et de longues campagnes de vente sur un marché compétitif, consultatif et à évolution rapide
  • Niveau d'anglais professionnel: courant
  • Langue locale: courant, niveau professionnel

Formation et qualifications/Connaissances et compétences

  • Baccalauréat (ou équivalent)

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