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Account Executive Expert, Public Sector, Kuwait Job


Posted on November 20, 2019

15 - 16 years Al Kuwait - Kuwait

Any Graduation. Any Nationality

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Job Description

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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; 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- Align SAP Cloud /SaaS solutions with the customer s strategic objectives - Develops best practice account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive complex strategy through complex and global organizations.
• Trusted advisor - Establishes strong management and Cxx 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 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). Demonstrate early adoption of all new solutions and strategies.
• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap. Negotiate early and against a win/win strategy for SAP and its customers.
• Support all SAP promotions and events in the territory take an active, sales leadership role in SAP events.
Sales Excellence
• Build and share best practice sales and negotiation skills.
• 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.
• 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
• Mentor Associate /Senior Account Executives.
• Demonstrate 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 touch points and events. Maximize the value of all sales support organizations.
• 15+ years of experience in sales of complex business software / IT solutions
• Experience in lead role of a team selling environment.
• Proven track record in business application software sales.
• Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.
• Exceptional contractual and negotiation skills.
• Business level English: Fluent
• Local language: Fluent, Business Level
• Bachelor equivalent: yes

IT - Software Services

Accounts / Taxation / Audit / Company Secretary


Account Executive Expert Public Sector Kuwait Job

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Established in 2007, SAP Middle East and North Africa is the subsidiary of SAP SE. The MENA region is considered to be one of the fastest growing markets for SAP globally. The market leader in enterprise application software is investing heavily in the region and has expanded SAP MENA’s operati ons. The subsidiary has 12 offices across the region including 3 in Saudi Arabia, 2 in Dubai, and one each in Oman, Kuwait, Bahrain, Qatar, Pakistan & Cairo. The company also has a regional Training and Development Institute located in Dubai. Being the market leader in enterprise application software, SAP helps organizations of all sizes and industries to overcome the harmful effects of complexity, generate new opportunities for innovation and growth, and stay ahead of their competition.

The company has more than 1350 customers and continues to build its customer base further. It has more than 1600 qualified SAP consultants and 120 business partners who support the MENA market in 16 countries across the region.

The company employs over 10,000 people across its offices in 130 countries. SAP is committed to keeping its employees happy, fulfilled and challenged by encouraging them to work towards their individual career goals. The company invests heavily in learning and career development to help their employees gain new skills and experience.

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