Overview
As a Senior Account Executive in Retail and Wholesale, you will play a pivotal role in empowering customers to achieve their full potential by strategically positioning SAP cloud solutions to address their unique business challenges and lay a strong foundation for future success.
Key Responsibilities
The role includes the following key aspects:
1. Account & Customer Relationship Management:
* Manage sales of software licenses and cloud subscriptions as the end-to-end account owner, establishing trusted relationships with customers.
* Develop and execute strategic account plans to ensure sustainable growth and achieve/exceed revenue targets.
* Gain a comprehensive understanding of each customer's technology landscape, strategic goals, and competitive environment.
2. Demand Generation, Pipeline, and Opportunity Management:
* Maintain pipeline management, ensuring a healthy and advancing sales funnel.
* Leverage internal resources, including marketing, inside sales, and partner channels, to drive demand and manage opportunities.
* Utilize SAP's comprehensive solution portfolio to effectively address customer needs.
3. Sales Excellence:
* Conduct White Space analysis to identify and execute up-sell and cross-sell opportunities within existing accounts.
* Orchestrate and deploy appropriate teams to ensure successful sales outcomes, embodying the 'OneSAP' approach.
* Stay informed about SAP's competition and position SAP solutions effectively against them.
* Maintain accurate customer and pipeline information within CRM systems.
4. Leading a (Virtual) Account Team:
* Lead and orchestrate remote and cross-functional teams to align with the customer's strategic objectives.
* Ensure that account teams and partners are well-prepared and strategically positioned for all customer interactions.
* Maximize the value derived from SAP's extensive sales support ecosystem.
Required Skills and Qualifications
The ideal candidate should possess:
* 5+ years of experience in sales of complex business software/IT solutions.
* 5+ years of experience in Retail and/or Wholesale industry.
* Proven success in business application software sales and leading team-selling environments.
* Demonstrated ability to handle large transactions and lengthy sales campaigns in a fast-paced, competitive market.
* Strong negotiation skills and experience in renewals, expansions, and up-sells of subscription-based solutions.
* Full working proficiency in German and Business English, with proficiency in additional languages considered a plus.
Benefits
This role offers:
* A highly collaborative, caring team environment with a strong focus on learning and development.
* Recognition for your individual contributions.
* A variety of benefit options for you to choose from.
Meet Your Team
Join a highly motivated team with a deep understanding of SAP's solution portfolio. Engage in collaborative work with SAP leadership and industry teams to drive customer success. Align with product/solution management teams to enhance your strategic engagements.