Requisition ID: 285489
Work Area: Sales
Expected Travel: 0 - 40%
Career Status: Professional
Employment Type: Regular Full Time 

COMPANY DESCRIPTION

SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.
SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.

The Senior Account Executive, Utilities assumes the overall leadership role within their assigned accounts – 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 AE overachieves the software license and subscription 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 “hunter” mentality as they will be accountable for driving business primarily in new accounts. Experience closing large, complex software license and subscription transactions is critical. They will be responsible for driving opportunities that are based on the value of SAP’s entire solution portfolio: Industry ERP and CIS Solutions (S/4HANA), Customer Experience Management, Human Experience Management, Procurement and Technology Solutions (HANA, Business Analytics, Mobility, Database and Technology, et. al) and 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.

EXPECTATIONS AND TASKS:

Account and Customer Relationship Management, Sales and Software License, and Cloud Subscription Revenue.

• 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 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 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 ERP and CIS Solutions (S/4HANA), Customer Experience Management, Human Experience Management, Procurement, and Technology Solutions (HANA, 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

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.
• Business level English: Fluent

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 software revenue.
• Hunter 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.

WHAT YOU GET FROM US
Success is what you make it. At SAP, we help you make it your own.
A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now.

SAP'S DIVERSITY COMMITMENT
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable 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. (Americas:Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com). Requests for reasonable accommodation will be considered on a case-by-case basis. Successful candidates might be required to undergo a background verification with an external vendor.

EOE AA M/F/Vet/Disability:
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, gender, sexual orientation, gender identity, protected veteran status or disability.

Successful candidates might be required to undergo a background verification with an external vendor.
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