Sistas In Sales
Senior Account Executive – Midwest – Enterprise Manufacturing Accounts
Sistas In Sales, Chicago, Illinois, United States, 60290
Senior Account Executive – Midwest – Enterprise Manufacturing Accounts
The Senior Account Executive – Midwest – Enterprise Manufacturing Accounts role is a prime opportunity to lead the sales of SAP’s enterprise software and cloud solutions to large manufacturing accounts throughout the Midwest region.
What You’ll Do The Senior Account Executive’s primary responsibilities include prospecting, qualifying, selling, and closing new business to existing customers within the Midwest region.
Sales Execution
Annual Revenue – Meet/exceed quarterly targets and annual quota targets for Software License, Cloud Subscription, and Renewal revenue.
Pipeline – Generate and maintain a 5x pipeline of assigned quota, forecasting accurate and feasible pipeline opportunities.
Deal and Pipeline Health – Manage accuracy in forecasting and the information maintained in supporting systems.
Sales Cycle Execution – Demonstrate a strong understanding of SAP solutions and the necessary combinations of solutions for accurate client proposals and develop and lead a holistic sales cycle.
Business Development
Territory Planning – Develop a plan for your territory including large opportunities and a glide path to deliver them.
Account Planning – Effectively execute Account Planning as well as appropriate follow-up actions.
Virtual Account Team (VAT) Management – Manage and effectively use your extended VAT to penetrate all customer buying centers to identify and qualify new opportunities.
Events – Fully leverage SAP events such as SAPPHIRE as well as individual customer‑centric events.
Customer Engagement
Value‑Sell – Leverage a value‑centric and strategic perspective for the entire SAP portfolio with your customers.
Trusted Advisor – Establish strong relationships based on knowledge of customer requirements and commitment to value.
Customer Acumen – Actively understand each customer’s technology footprint, strategic growth plans, technology strategy, and competitive landscape.
Expansion and Customer Intimacy – Expand and deepen SAP relationships with your respective customers.
Executive Alignment – Develop and manage continuous SAP executive sponsorship.
General
Leadership – Demonstrate effective leadership of your entire business by strategizing and communicating with your team early and often.
Partner – Utilize partners across all spectrums (internal and external) to support your objectives.
Communication – Exhibit clarity, accuracy, frequency, and professionalism in all forms of communication.
Responsiveness – Be responsive and timely to all internal and external customer and partner requests.
Operational Excellence – Run your territory like a business in all regards.
Sales Excellence
Lead a (Virtual) Account Team and GTM strategy within assigned territory.
Sell value utilizing best-practice sales models.
Maintain White Space analysis and execution of initiatives (upsell and cross sell) on customer base.
Orchestrate resources: deploy appropriate teams to execute winning sales; foster the OneSAP/OneMidwest culture.
Understand SAP’s competition and effectively position solutions against them.
Regularly maintain CRM system with accurate customer and pipeline information.
Ensure account teams and Partners are well‑versed in each account’s strategy and well‑positioned for all customer touchpoints and events.
What You Bring
5+ years of experience in sales of complex business software and cloud solutions.
Experience selling to large enterprise customers (existing customers).
Proven track record of success in business application software sales, previous cloud sales experience highly preferred.
Experience in a lead role in 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.
Ability to travel to customer and/or SAP and Partner offices every week.
Education & Qualifications
Bachelor’s degree or equivalent.
Equal Employment Opportunity SAP is committed to equal employment opportunity and provides accommodations to applicants with physical and/or mental disabilities. Qualified applicants will receive consideration for employment without regard to age, race, religion, national origin, ethnicity, gender, sexual orientation, veteran status, or disability.
Compensation The targeted combined range for this position is $186,800 – $397,300 USD. The actual offer will be within this range and dependent on education, skills, experience, scope of the role, and location.
Benefits Benefits and eligibility are available at SAP North America Benefits.
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What You’ll Do The Senior Account Executive’s primary responsibilities include prospecting, qualifying, selling, and closing new business to existing customers within the Midwest region.
Sales Execution
Annual Revenue – Meet/exceed quarterly targets and annual quota targets for Software License, Cloud Subscription, and Renewal revenue.
Pipeline – Generate and maintain a 5x pipeline of assigned quota, forecasting accurate and feasible pipeline opportunities.
Deal and Pipeline Health – Manage accuracy in forecasting and the information maintained in supporting systems.
Sales Cycle Execution – Demonstrate a strong understanding of SAP solutions and the necessary combinations of solutions for accurate client proposals and develop and lead a holistic sales cycle.
Business Development
Territory Planning – Develop a plan for your territory including large opportunities and a glide path to deliver them.
Account Planning – Effectively execute Account Planning as well as appropriate follow-up actions.
Virtual Account Team (VAT) Management – Manage and effectively use your extended VAT to penetrate all customer buying centers to identify and qualify new opportunities.
Events – Fully leverage SAP events such as SAPPHIRE as well as individual customer‑centric events.
Customer Engagement
Value‑Sell – Leverage a value‑centric and strategic perspective for the entire SAP portfolio with your customers.
Trusted Advisor – Establish strong relationships based on knowledge of customer requirements and commitment to value.
Customer Acumen – Actively understand each customer’s technology footprint, strategic growth plans, technology strategy, and competitive landscape.
Expansion and Customer Intimacy – Expand and deepen SAP relationships with your respective customers.
Executive Alignment – Develop and manage continuous SAP executive sponsorship.
General
Leadership – Demonstrate effective leadership of your entire business by strategizing and communicating with your team early and often.
Partner – Utilize partners across all spectrums (internal and external) to support your objectives.
Communication – Exhibit clarity, accuracy, frequency, and professionalism in all forms of communication.
Responsiveness – Be responsive and timely to all internal and external customer and partner requests.
Operational Excellence – Run your territory like a business in all regards.
Sales Excellence
Lead a (Virtual) Account Team and GTM strategy within assigned territory.
Sell value utilizing best-practice sales models.
Maintain White Space analysis and execution of initiatives (upsell and cross sell) on customer base.
Orchestrate resources: deploy appropriate teams to execute winning sales; foster the OneSAP/OneMidwest culture.
Understand SAP’s competition and effectively position solutions against them.
Regularly maintain CRM system with accurate customer and pipeline information.
Ensure account teams and Partners are well‑versed in each account’s strategy and well‑positioned for all customer touchpoints and events.
What You Bring
5+ years of experience in sales of complex business software and cloud solutions.
Experience selling to large enterprise customers (existing customers).
Proven track record of success in business application software sales, previous cloud sales experience highly preferred.
Experience in a lead role in 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.
Ability to travel to customer and/or SAP and Partner offices every week.
Education & Qualifications
Bachelor’s degree or equivalent.
Equal Employment Opportunity SAP is committed to equal employment opportunity and provides accommodations to applicants with physical and/or mental disabilities. Qualified applicants will receive consideration for employment without regard to age, race, religion, national origin, ethnicity, gender, sexual orientation, veteran status, or disability.
Compensation The targeted combined range for this position is $186,800 – $397,300 USD. The actual offer will be within this range and dependent on education, skills, experience, scope of the role, and location.
Benefits Benefits and eligibility are available at SAP North America Benefits.
#J-18808-Ljbffr