Senior Sales Account Executive

Job description

**We help the world run better**
At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you.

We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next.

The work is challenging – but it matters.

You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong.

What's in it for you?

Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.

Responsible for selling through resellers/partners focused on the General Business segment (SME).

To coordinate all sales activities with the partners to ensure successful closing of opportunities, mainly via coaching of partners' sales teams.

Monitors competitor activity and implements strategies to maintain assigned account ownership and block competitor advancement.

Hunter profile with experience in Mid-Market.

**Key Responsibilities & Tasks**

The General Business Sales Executive is responsible for focusing on complex sales engagements which are mainly partner-driven in the GB-segment.

The GBSE may be specialized on industry or solutions based on the MU-market; he/she is working in conjunction with (i)PBMs and ISEs. The GBSE covers opportunities in partner- / SAP-accounts above a specific revenue threshold defined in the GTM-setup of the MU/Region.

The objective is to coach the partner-sales teams on building a productive pipeline as well as maximizing the revenue via active engagements on selected opportunities.

**Main Responsibilities**

+ Solution/ Industry specialized Business Development
+ Aligns with PBMs on Partner Business Planning for the territory covered; identifies opportunities for further growth in the territory and becomes active, in collaboration with other GPO sales areas (PBMs, Inside Sales, etc.).

Responsible for creation, monitoring and review of business development activities around the solution- or industry- specialization area.

Defines innovative approaches to generate business and executes either directly or via the partner-sales teams.

Drives core strategies and actions to ensure KPI achievement.
+ Coaches partner sales reps to interact with prospects in large or complex SW deals in his area of solution / industry expertise in order to position the value of the respective SW or industry solution as supported by ROI, business case development, references, and supporting analyst data.

Ensures high conversion rate from pipeline to deal closure, Shortening of the sales process and improvement of win rate in order to achieve real volume business.

Be an expert on the competition with their assigned industry and/or geography.

Understand competitive threats (e.g., how to beat the competition).
+ Drives deal closure by inserting him-/herself in big and complex opportunities of partners assigned.

Balances his direct / indirect activities in order to maximize the revenue in the territory assigned.
+ Enables partners to independently drive business with the following resources:
+ partner demand generation plan to build a business pipeline
+ partner competency plan to ensure partner resources are trained on the latest solution and sales content, partner resource utilization plan so partners have full access to and are utilizing SAP tools and methodologies presales coaching plan for existing and new partners.
+ Generally will be focused on volume segment and ensure alignment with Indirect Channel Mgt (respective Partner Business Managers, Inside Partner Business Managers) and Inside Sales based on key channel economics.

Where available will act in strong interrelationship / be co-located with similarly specialized sales roles (e g specialized AEs in Enterprise segment in regional centers of Expertise)
+ Monitoring the effective and appropriate use of SAP assets (i.e., Presales) by partners.
+ Reporting on sales progress throughout the year; identification of deviations from plans agreed and actively engaging in measures to deliver goals agreed to.

**Experience Requirements**

+ Minimum 7 years experience in sales & indirect sales
+ Profound knowledge in one or in several solution areas such as e.g. Public Cloud and in Wholesale, Financial, Manufacture, Professional Services and Sports & Entertainment industries.
+ Knowing or having successful experience in multi channel go to market models
+ Understanding the principles of solution & cloud selling through Partners
+ Knowledge and understanding of Indirect channel dynamics
+ Knowledge of ERP market
+ Local market knowledge and understanding

**Language Knowledge**

+ Business level English: yes - Advanced
+ Business level local language: yes - Advanced

**Education**

+ Bachelor equivalent: yes

**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 world.

SAP is committed to the values of Equal Employment Opportunity and provides 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.

For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program (https://one.int.sap/me@sap/jobs_and_hiring/employee_referral/region/0000/lang/en) , according to the eligibility rules set in the SAP Referral Policy.

Specific conditions may apply for roles in Vocational Training.

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements.

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

**AI Usage in the Recruitment Process**

For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process (https://jobs.sap.com/content/Ethical_usage_of_AI_in_the_recruiting_process/?locale=en_US) .

Please note that any violation of these guidelines may result in disqualification from the hiring process.

Requisition ID: 438946 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid

Required Skill Profession

Other General