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The Senior Account Executive, Utilities assumes the overall leadership role within their assigned accounts – which are primarily large investor-owned Utilities. In this capacity, the Senior AE will identify and qualify opportunities within these Utilities, will develop and drive account strategy with the Extended SAP Team, and will develop strong and extensive executive relationships within each account.
The Senior Account Executive overachieves the subscription software revenue goal of their territory through the creation of a complete territory business plan that generates at least four times the quota in pipeline opportunity. The Senior AE possesses a strategic, consultative approach and excels at developing trust and alignment with Senior decision-makers. They must possess Utility industry knowledge, an entrepreneurial mindset, and a “Managing Partner” mentality as they will be accountable for driving business (new and renewal) across all domains. Experience closing large, complex cloud software transactions is critical.
They will be responsible for driving opportunities that are based on the value of SAP’s entire solution portfolio: RISE with SAP (S/4 HANA Industry ERP, CIS and EAM Solutions), CRM and Customer Experience, Human Capital Management, Spend Management, Business Process Transformation and Business Technology Platform. They will be an expert at communicating this value in a compelling business case to customers & prospects in order to achieve assigned quotas. The Senior AE creates and nurtures executive relationships independently and leverages the Extended SAP Team to ensure success for their customers and for SAP.
LOCATION – This position can be based anywhere in the East, in the proximity of an SAP office location.
EXPECTATIONS AND TASKS:
Account and Customer Relationship Management, New Cloud Subscription Revenue and Cloud Renewals.
Annual Revenue - Achieve / exceed quota targets. Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships with new and existing customers and leverage to drive strategy through the organization. Trusted advisor - Establishes strong relationships based on Utility industry experience, 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 a comprehensive business plan to address customer and prospects' priorities and pain points. Utilize Value Engineering, 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 ERP and CIS Solutions (S/4HANA), Customer Experience Management, Human Experience Management, Procurement, and Technology Solutions. Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap. Support all SAP promotions and events in the territory
Sales Excellence
Sell value. Maintain White Space analysis and execution of initiatives (upsell 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 the CRM system with accurate customer and pipeline information.
Leading a (Virtual) Account Team
Demonstrates 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 touchpoints and events. Maximize the value of all sales support organizations.
WORK EXPERIENCE:
5+ years of experience in sales of complex business software / IT solutions. Utilities industry background and thought leadership. Established strategic relationships with Utilities executives and decision-makers. Proven track record in business application software sales. Experience in the lead role of a team selling environment. Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES:
Bachelor’s degree or higher strongly preferred Utilities industry knowledge Demonstrated history of achieving a sales quota of US $6 million or more in Cloud software revenue. Managing Partner mentality with experience working the full cycle of complex sales and presenting to multiple levels within clients. Team leadership Possess the ability and self-motivation to work in a geographically dispersed model. Strong oral and written communication skills.
Bring out your best
SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.
We win with inclusion
SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: Careers@sap.com.
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EOE AA M/F/Vet/Disability
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Compensation Range Transparency: SAP believes the value of pay transparency contributes towards an honest and supportive culture and is a significant step toward demonstrating SAP’s commitment to pay equity. SAP provides the annualized compensation range inclusive of base salary and variable incentive target for the career level applicable to the posted role. The targeted combined range for this position is 180500 - 383900 USD. The actual amount to be offered to the successful candidate will be within that range, dependent upon the key aspects of each case which may include education, skills, experience, scope of the role, location, etc. as determined through the selection process. Any SAP variable incentive includes a targeted dollar amount and any actual payout amount is dependent on company and personal performance. Please reference this link for a summary of SAP benefits and eligibility requirements: SAP North America Benefits.
Requisition ID: 410456 | Work Area:Sales | Expected Travel: 0 - 40% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid