Job at SAP, Abuja for an Account Executive
As a market leader in enterprise application software, SAP (NYSE:
SAP) helps companies of all sizes and industries run better. From back
office to boardroom, warehouse to storefront, desktop to mobile device
SAP empowers people and organizations to work together more efficiently
and use
business insight more effectively to stay ahead of the
competition. SAP applications and services enable more than 296,000
customers in 190 countries to operate profitably, adapt continuously,
and grow sustainably
Job Title: Account Executive
Requisition ID: 112794
Work Area: Sales
Expected Travel: 0 - 30%
Career Status: Professional
Employment Type: Regular Full Time
ROLE DESCRIPTION:
- Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue.
- Annual Revenue - Achieve / exceed quota targets.
- Sales
strategies - Develops 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.
- Business Planning – Participate in the development and
delivery of comprehensive business plan to address customer and
prospects priorities and pain points. Understand VE, benchmarking and
ROI data and how they support the customer’s decision process. Work with
Sales and VE leadership to deploy tools effectively.
- Demand Generation, Pipeline and Opportunity Management
- Pipeline
planning - Follow a disciplined approach to maintaining a rolling
pipeline . Keep pipeline current and moving up the pipeline curve.
- Sell value.
- Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
- Orchestrate resources: deploy appropriate teams to execute winning sales. Create OneSAP.
- Understand SAP’s competition and effectively position solutions against them.
- Maintain CRM system with accurate customer and pipeline information.
- Work effectively with a (Virtual) Account Team
- Demonstrate coordination skills in the orchestration of remote teams. Develop leadership skills.
- Ensure
account teams and Partners are well versed in each account’s strategy
and well positioned for all customer touch points and events. Maximize
the value of all sales support organizations.
- 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. Collaborate with and support sales
management on negotiation of close strategy and contracting.
- Trusted advisor - Establishes 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 – Participate in the development of designated
territory, including accounts, account relationships; prospect
profiling, and sales cycles. Encourage all accounts to become SAP
references.
- Support all SAP promotions and events in the territory Sales Excellence
- Understand
best practice sales models. Work actively with more Senior Sales
employees to develop sophistication in sales and negotiation skills.
WORK EXPERIENCE:
- 5+ years of experience in sales of complex business software / IT solutions
- Proven track record in business application software sales.
- Experience in a team-selling environment.
- Demonstrated success with sales campaigns in a fast-paced, consultative and competitive market.
How to Apply
Interested and qualified candidates should
Click Here to Apply