Senior Account Executive - Mid Market Sales (North)

Job Description

Business & Financial Acumen Understanding the customer s entire end-to-end business model and be able to use that knowledge to develop unique SAP enterprise-wide solutions Tying economic, industry, sub-industry and business drivers to implications for the customers business. Identifying non-obvious financial levers. Monetizing the value that SAP offers the customer Leading C-level conversations about financial directional, potential P&L benefit of deploying SAP software to support progress on their strategic business imperatives Linking the value of products and services with the deal price to overcome pricing objections Influencing the Customer Preparing a complete plan outlining all the steps the customer will need to complete to reach an informed decision point Creating and delivering an insight that leads to differentiation Positioning the disruption that s happening in the customer s sub-industry to create a sense of urgency to drive transformation Positioning the advantages and challenges of various digital framework implementation engagement models. Managing the territory as a Business Aligning the customers strategic goals to SAPs competitive differentiators and map to SAP solutions Orchestrating, Influencing and leading VAT team functions and geographies to identify innovative and provocative points of view (POV) that help differentiate SAP as the digital platform of choice Aligning SAP and customer stakeholders and executives to the 4 Panel cadence model intended to align, prioritize and staff bidirectionally key initiatives Demand Management & Pipeline Health Understanding key indicators of pipeline health (Coverage, Pace, Balance and Quality) and ability to recognize issues that must be addressed Creating a solid demand generation plan, leveraging multiple sources (ie: sales plays, marketing events, demand generation assets) and sales support teams What you bring Bachelor of Engineering equivalent or Masters (preferred) with proved track record through 8+ years experience in sales of complex business software / IT solutions through consultative selling methodology Experience of managing SaaS solutions will be preferred Demonstration of success with complex, long-cycle sales campaigns in a fast-paced, consultative, and competitive market (preferably across the Digital Natives businesses) Proven abilities on managing highly complex organizations and applying risk-mitigation strategies to customer Meet your team SAP is looking out for a driven, growth-oriented field sales team member who will be responsible for driving key business decisions and focusing on navigating complex sales engagements within the Key Enterprise sector of SAPs Mid-market team (North Region). This role is an important driver for our cloud & on-prem business and offers huge opportunities to grow for you within the SAP ecosystem.