Strategic Corporate Field: Industry Account Executive

**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.

Strategic Corporate Field: Industry Account Executive - Calgary

**KEY AREAS OF RESPONSIBILITIES & TASKS**

The Corporate Industry Account Executive’s primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers. They should bring a Point of View to the Customer engagement; use all resources to solve customer problems with utilizing the full suite of SAP products, with a heavy emphasis on the Partner community. They will have overall responsibility for 35 strategic clients / prospects in Western Canada.

**Subscription Revenue**:

- ** Annual Revenue**: Aim to achieve or surpass quota targets (Cloud) with a strong emphasis on indirect pursuits through partners.
- ** Sales Strategies**: Develop effective and detailed account plans for strategic accounts to meet revenue targets and drive sustainable growth.
- ** Pipeline Development**: Focus on NN ERP target accounts by leveraging the existing LOB footprint and crafting a strategic sales approach for industry targets, with a significant emphasis on acquiring new SAP logos.
- ** Territory & Partner Strategy**:Formulate a comprehensive strategy to maximize coverage and support the growth of your territory through an extensive ecosystem.
- ** Customer Acumen**: Gain a deep understanding of your client's technology footprint, strategic growth plans, technology strategy, and competitive landscape. Stay informed on key industry trends and issues by reviewing public information such as new executive appointments, earnings statements, and press releases for both the company and its competitors.
- ** Business Value Selling**: Employ Value Advisory consultants, benchmarking, and ROI data to aid the customer's decision-making process.
- ** Customer References**: Encourage all SAP accounts to serve as references.

**Demand Generation, Pipeline and Opportunity Management**:

- ** Pipeline Planning**: Adhere to a disciplined approach for maintaining a rolling pipeline, ensuring it remains current and progresses through the pipeline stages.
- ** Pipeline Partnerships**: Utilize support organizations, including partners and channels, to funnel opportunities into the assigned territory.
- ** Advance and Close Sales Opportunities: Successfully** execute the sales strategy and roadmap to advance and close sales opportunities.
- ** Support SAP Promotions and Events**: Actively support all SAP promotions and events within the territory.
- ** Hunter Mentality**: Exhibit a high-speed work ethic and a proactive, hunter mentality.

**Sales Excellence**:

- Sell value.
- Maintain Territory analysis and execution of initiatives (up sell and cross sell) on customer base.
- Work proficiently with Partners and Partner Business Managers to help partners find & close new opportunities on your behalf

**Orchestrate resources**:

- Deploy appropriate teams to execute winning sales. Create OneSAP, including the use of partner channel
- Understand SAP’s competition and effectively position solutions against them.
- Maintain CRM system with accurate customer and pipeline information.

**Lead a (Virtual) Account Team**:

- Demonstrates leadership skills in the orchestration of SAP and Partner teams
- Ensures account teams and Partners are well versed in your Top account’s strategy and well positioned for all customer touch points and events.

**EXPERIENCE & LANGUAGE REQUIREMENTS**
- 7+ years of experience in sales of complex business software / IT solutions
- Experience in lead role of a team-selling environment.
- Demonstrated success with large transactions in a fast-paced, consultative and competitive market.

**EDUCATION**
- Bachelor equivalent: yes

SAP is not offering relocation benefits for this role at this time.

SAP is not offering visa sponsorship for this role at this time.

**Bring out your best**

**We win with inclusion**

SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone - regardless of background - feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.

**EOE AA M/F/Vet/Disabilit