Commercial Sales Senior Representative SAP

ROLE DESCRIPTION

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.

EXPECTATIONS AND TASK

span>Account and Customer Relationship Management, Software License Sales & Cloud Subscription Revenue/strong> /span>

• Annual Revenue - Achieve / exceed quota targets. (Quarterly basis)
• 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.
• Trusted advisor - Establishes strong 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.
• Deliver & Sell SAP Value.
• Maintain CRM system with accurate customer and pipeline information.
• Allign with the accurate linearity / sales reviews.

span>Demand Generation, Pipeline and Opportunity Management/strong> /span>

• Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
• Leverage & Allign between the support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory. (Resource Orchestration)
• 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.
• Support all SAP promotions and events in the territory.

WORK EXPERIENCE

• Proven track record in business application software sales preferrable in ERP/HRM/CX, Analytics.
• Experience in lead role of a team-selling environment.
• Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.
• Business level English: Fluent
• Local language: Fluent, Business Level
• UAE Backgroud is a plus.

span>EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIE/strong> /span>

• Bachelor equivalent/MBA preffered.
• Digital transformation ceritificates is a plus.