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Job Description
Roles & Responsibilities
What you'll do:
The Senior Account Executive (SAE) role empowers 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. The role includes the following key aspects:
- Account & Customer Relationship Management:
- Serve as the end-to-end account owner, managing sales of software licenses and cloud subscriptions and establish a trusted relationship with the customer.
- 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.
- 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, including industry-specific and line-of-business (LoB) solutions, to effectively address customer needs.
- 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.
- 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.
Skills you ll use:
Professional Skills
Customer Orientation
Effective Communication
Establishing Trust
Collaboration
Results Orientation
Tech Industry & SAP General Skills
Software as a Service (SaaS)
Artificial Intelligence
Process Improvement
Technology Innovation
SAP Cloud Suite Portfolio
RISE and GROW with SAP
SAP Corporate Strategy
Role Specific Skills
Cloud Strategy
Complex Sales
Customer Engagement
Customer Relationship Management
Industry Knowledge
Negotiation
Sales Forecasting
Sales Qualification
Competitive Positioning
Account Governance
Desired Candidate Profile
What you bring:
- 5-10+ years of experience in sales of complex business software/IT solutions, working on Enterprise Business Applications
- Industries/sectors preferred experience in the UAE - Automotive, Professional Services, Conglomerate, Construction and contracting.
- Experience in the UAE Market is essential, for enterprise business applications companies.
- 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.
- Fluent in Business English, Arabic is a plus.br> br
Soft skills:
- Exceptional communication, both verbal and non-verbal.
- Strategic thinking with a high degree of creativity and innovation.
- Strong executive presence and results-driven mindset.
- Ability to work across multiple teams within a matrix organization. br> br
Company Industry
Department / Functional Area
Keywords
- Senior Sales Account Executive
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SAP
As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, 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 customers to operate profitably, adapt continuously, and grow sustainably.
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